Participate in our annual “The State of Motivating Salespeople” survey for 2017

Posted by James Pember on 12/12/16 3:31 PM

I truly hope 2016 was a successful year for you in terms of sales, and I trust you have big plans to go a step further in 2017. I'd like to invite you to participate in our annual sales motivation survey - we'll use the data collected to provide insights into how we are working as an industry when it comes to motivating our sales staff, and of course how we can improve in order to take our results to the next level in 2017 and beyond. 

How to incorporate behaviors and 'soft' metrics into sales contests

Posted by James Pember on 11/9/16 9:00 AM

Results, we all want better and improved business results. More sales, more profits, happier customers. However, do we ever sit back and reflect on how we will reach those results?

What can salespeople learn from Nike, Coca Cola and Apple?

Posted by James Pember on 11/1/16 8:00 AM

The Harvard Business Review (which by the way, is probably one of the only publications that consistently writes amazing content on sales - I do recommend subscribing) recently published an article entitled “The Best Salespeople Do What the Best Brands Do”, in which the author argued that the exact same traits that make the world’s most recognisable brands great - are also what makes the best salespeople stand out in the crowd. 

Why angry customers may be your best source of new business

Posted by James Pember on 10/18/16 9:00 AM

Profit inflection points come disguised as little crises” - Jan Carlzon, former CEO of SAS/Scandinavian Airlines

I just finished reading Moments of Truth, a management book written by Jan Carlzon who was the CEO of the SAS Group (Scandinavian Airlines) from 1981-1994. The book published in 1987 was one of the first books that really spoke about running a “customer-driven company”, something that is just picking up mainstream momentum now, almost 30 years later.

At the core of the book is this concept of the “moment of truth”, which describes each tiny interaction a company has with a customer, in which the customer decides whether they are satisfied with the company, or not. The book has become legendary inside support organisations who use it as a manual to ensure that every customer has a fantastic experience each time they interact with the customer.

However, one of the most fascinating parts of the book is where Carlzon talks about dealing with “angry” or dissatisfied customers, yet argues that those moments are actually the best times to drive increased sales or profits.

Too many companies and sales reps get instantly spooked by a customer who shows the slightest amount of anger, dissatisfaction or frustration. However, that customer is simply experiencing a problem that you now have a chance to solve for them.  

Ironically, it’s the quiet, “happy” customers who leave you, whilst the ones who are constantly giving you feedback, even negative, are truly engaged with your company and are more likely to stick with you, given you can solve their problems.

The next time you get a call from an angry customer, don’t fret - it’s simply a chance to solve a problem, and maybe even generate a sale.

Remember, as Jan says, “Profit inflection points come disguised as little crises”. Every time you interact with a customer, you have a chance to either gain or lose business. It's up to you :) 

PS. The book is great, you can find it on Amazon really cheap, and I recommend it to all leaders.  


How sales managers should be thinking about having more fun at work!

Posted by James Pember on 10/13/16 1:11 PM

How much time do you as a leader spend thinking about fun? Is your workplace fun? Do you have fun at work? What the hell does fun have to do with anything? 

📈🐘😨When are my sales targets too damn high?

Posted by James Pember on 8/29/16 8:49 AM

If you’re remotely into goal-setting, you’ve probably read about the concept of “Stretch Goals”. Stretch Goals are audacious goals that inspire innovation and creative thinking in order to achieve it. However, setting unrealistic goals can have disastrous impacts on team performance. Read on to find out why.

👶📈🏆Are great salespeople born or made?

Posted by James Pember on 8/22/16 11:17 AM

“Although you can teach a turkey to climb a tree, it’s much easier to hire a squirrel”

Will we need salespeople in 2030? Yes, sales isn’t going anywhere, and here’s the stat that makes me so sure.

Posted by James Pember on 4/25/16 10:15 AM

At the start of every year, I read a handful of articles online predicting “The Death of The Salesperson”. E-commerce, the internet and an increasingly globalized world have many predicting the death of the salesperson. 2016 they say, is the year that we finally get rid of those pesky salespeople.

For sales teams, transparency is the new black

Posted by James Pember on 3/8/16 8:00 AM

I was reading a great article on TechCrunch the other day entitled, Digital Transformation Requires Total Organizational Commitment. It touched on people, digital change and how enterprises need to adapt to the changing business environment that technology has forced upon us.

The difference between good and great salespeople

Posted by James Pember on 2/10/16 9:38 AM

I was part of a sales workshop / training event last night, hosted by Mikael Arndt, one of Sweden’s most popular speakers on sales - and his session last night on Goal Setting was fantastic.

What is Sparta?

Sparta is an end-to-end sales performance solution that helps you coach, train and drive your team into higher performance.

Create sales competitions, set collabarative team targets and inspire your team to crush their goals! 

Click here to request a demo today.

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