Sales Management Insights

Global Connect #4, Shift Happens. With or without you.

Dec 23, 2020

COVID has thrown us into a rate of change few of us have experienced in our lifetimes. Sales targets have been affected; company strategies changed; team structures realigned; and supply chains disrupted – just to name a few impacts on the sales eco-system. Forced to change the way you lead, manage, work, communicate, sell and socialize – many people are struggling to manage this rate of change and are clamoring to come up for some air.

As individuals and leaders begin to settle into the new ways of working, COVID is by no means behind us, and the pandemic will continue to impact the change for a while still. Yet continuous change has always been part of the business landscape – only the rate and impact can be different. But how have some leaders, managers and sales professionals found ways to adapt and even to thrive?
Because organisations don’t change, people in organisations change.

Jack Welch, the former chairman of General Electric, said “When...

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Global Connect #3, Pipeline? Or Pipe Lies?

Nov 04, 2020

We are pleased to bring you the recording of our 3rd Global Connect complimentary keynote. This one is called Pipeline? Or Pipe Lies?, and was recorded Wed, 28 October 2020.

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Global Connect #2, Virtual Selling Paradigm

Sep 24, 2020

We are please to bring you your 2nd Global Connect event, Virtual Selling Paradigm, recorded 10 September 2020.

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Selling during a Global Pandemic

Aug 27, 2020

We are facing a brand-new set of challenges as we enter a world of the unknown in the sales environment. We used to depend heavily on the social cues and interactions we received from our customers in the boardroom, but we now have to hope we can correctly decipher a client’s tone over email or a virtual connection. What threat does this pose to the health of our sales pipelines or to our structured sales processes? What exactly can we do to ensure we remain effective?

With over 4-billion consumers, customers, employees, and salespeople working, shopping, and staying home what does this mean for all of us in sales?

At Growth Matters International we’re really driving the concept of “Less Contact - More Connection”. A key aspect of virtual selling is making sure each and every form of contact we have with our clients adds value.

One way to ensure we are adding value is by using a platform that you are comfortable with. Being sure of the technology we need to...

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Global Connect: Selling Past A Crisis

Aug 13, 2020

We are pleased to bring you the recording of our first Global Connect complimentary global keynote, Selling Past A Crisis, recorded Thurs, 6 August 2020.

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Selling isn't Sales Management

Apr 16, 2018

Here’s the whole idea in a sentence: Sales Management is a Leadership job, not a Sales job.

The reality is this – when the top performing sales professional is promoted to a Sales Manager the conversation goes like this: “Hi John, congratulations you are now a Sales Manager. You are great at sales and the thing you love the most is being face to face and toe to toe with customers. This we are taking away (or making it a dotted line responsibility at most). The thing you hate the most – the admin and business reporting, we are going to give you more of. Oh, and here have some sales people to manage, but don’t worry you are great with people so that should be easy enough for you.”

Although in jest, this is not really far from the truth, even if not expressed exactly in these words. The unfortunate next chapter for the newly promoted Sales Manager is as traumatic as more and more impossible demands are made for his time. Leadership training or some...

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Sales is not a skill, it's an Eco-system

Mar 15, 2018

Here’s the whole idea in a paragraph: The world of buying has changed. Forever. And it’s long overdue that the Sales profession catches up. Gone are the days where training sales skills or behaviours actually works. Actually nothing really works unless you see sales as an eco-system.

An interconnected system, just like the 1980’s toy called the “Rubik’s Cube”. And just like sales, you can’t unscramble the cube by concentrating on getting one side fixed at a time. Implementing a CRM doesn’t fix sales results. Sending sales people on yet another round of sales training seldom brings better numbers. A better sales process. A different methodology. A new compensation plan. And the list goes on. Nothing seems to work, and when it occasionally appears to work it’s often only for a short initial period and then just as fast the results flatten again.

But, in my experience when you understand sales to be an eco-system of interconnected...

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CRM Killed the Coaching Star

Feb 15, 2018

Here’s the whole idea in a paragraph: Sales Managers used to coach. Often, and consistently. Mostly in the field. But then came along a piece of technology called CRM, a mystical set of computer code magically designed to take us all to sales utopia. Or so many thought. And in the process the art of sales coaching died, or at the very least went onto indefinite life support.

Pre-CRM meant a sales manager needed to go in-field with his or her sales people to understand clients, understand accounts or understand certain key deals. Spending time with sales people in one-on-one situations meant an abundance of coaching opportunities. Post-CRM in many cases now means a sales manager has more data, more reports, more excel pivot tables, and more time behind a screen crunching numbers. And less time coaching. Much less time coaching.

And perhaps as alarming is what the CRM revolution intended to fix: client relationships, has suffered. Not because sales people forgot how to build and...

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