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Ian Segail - ArticlesAs one of Australia’s leading authorities and coaches in sales management, Ian Segail has been involved in the coaching, training and development of sales managers and salespeople for over two decades.
Drawing on 25 years of experience in sales, sales management and leading an HR and training team, Ian brings a strong dose of fiscal reality and practicality to his works as a Sales Performance Coach. Engaging directly with business owners and both novice and experienced sales managers alike, across a wide variety of industries and selling disciplines, the focus of Ian’s work is to transform sales results for companies by improving sales management practices. Ian is the author of “Bulletproof Your Sales Team ‐ The 5 Keys To Turbo‐Boosting Your Sales Team’s Results” and a number of business articles, business reports and white papers including “The fish stinks from the head!” and “Why Sales Training Doesn't Work.” Ian has an insatiable hunger for studying selling and people management and has passionately pursued answers to the question “How come some people can sell and most can’t?” He can be reached at isegail at Will You Make it Through the Current Economic Turmoil? Part 3 - Explaining Sales StrategySo What Exactly is a Sales Strategy?
Whilst there are a number of well documented methodologies for developing a sales strategy, simply stated, a sales strategy answers the question, "How do you attract new customers to your business?" and "How do retain and grow your existing customer revenues?" Will You Make it Through the Current Economic Turmoil? Part 2In the last article, the first one in this series, we discussed the importance of having the "right people on the bus". I also mentioned the exciting opportunity you have in front of you right now, without having to rush out and hire rainmakers and experienced sellers; because with the right tools and strategies, you can develop your own team of highly process directed and motivated sellers yourself. Science Before Art - The Science and Art of Selling and Sales"Every artist dips his brush in his own soul, and paints his own nature into his pictures." Will Your Sales Team Make it Through the Current Economic Turmoil? - Part 1What if I told you that there are just 4 key codes that must be in place if you want to unlock the power of your sales team and navigate your way through this current economic turmoil and beyond? Never Say No to a Customer!"To my customer: I may not have the answer, but I'll find it. I may not have the time, but I'll make it. I may not be the biggest, but I'll be the most committed to your success." - Unknown A Powerful Tactic For Rapidly Determining a Prospect's NeedsHere's a question for you...how do you avoid a premature presentation before you've been able to clearly identify a prospect's needs? Three times in the last 10 days I have been asked by different clients to help them with the following dilemma. See if it resonates for you and your sales team. Warning Signs That Your Process May No Longer Be EffectiveIn economically unstable times, typically sales leaders have a tendency to over react and pressure their sales team to ramp up sales activity. Whilst this may be an effective approach if previous selling activity was somewhat lax, doing more of what may be an ineffective sales process issue, will only serve to cause frustration and burn out.
So how can one tell whether or not one's selling process is not really working? Selling in a Tough Economy - Strategies For Sales ManagersSelling in a tough economy will separate those salespeople that "can" and those that "can't".
The fact is, it doesn't really take a great a salesperson to achieve quota in times of double digit market returns. But what should you as a sales leader do when the economy starts to hit the brakes? How do you ensure your sales team achieves their sales targets when the market is flat? 3 Things You Can Do Right Now to Get Sales Firing Again - Activities For Sales Managers & LeadersThere is no question that in these economically uncertain times, sales leaders will need to get a whole lot smarter and more shrewd if they are going to keep their existing customers and they are going to need to be a whole lot more crafty if they are to win the slim pickings that are still out there to be had! That being said there are some fundamental sales management strategies that when implemented are guaranteed to generate sales within the next 90 days. Why Sales Training Doesn't Work - Is Your Training Program a Waste of Time and Money?If you're like most managers who arrange sales training for your Sales Team, you're unlikely to report being "completely satisfied" with its worth.
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