This week is the second in a two part blog series. Last week I introduced Belinda Parmar and her Empathy Business. This week I wanted to share some reflections on empathy. To be successful, I feel it is very important to make time to be learning new skills (the Economist recently dedicated an entire issue to this topic), challenging and opening your mind to new concepts and meeting with other people who both affirm and challenge your ideas. I think adhering to these principles not only makes better people, but makes better employees, colleagues and bosses. Certainly those who work in sales operations...
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Last week at London's Calling I saw a fantastic speaker, Belinda Parmar OBE. Belinda is founder of Lady Geek and now has a new venture, the Empathy Business. Parmar has stated that her personal mission is "to end the stereotyping and patronising of women within the technology" and the “pink it & shrink it” approach of selling to women. While her approach used to focus on women in technology, her new venture has a fresh new approach which was unlike anything I've seen. As her Empathy Business website says "When we started in 2010, Lady Geek focused on female customers and...
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Near the beginning of my career, whilst a consultant at Accenture, I worked as part of a business readiness team for a large multi-million $ project and I have never forgot the lessons I learned. What is business readiness, you ask? Business readiness can simply be described as the plan for how to manage change within an organisation. More simply, 'readying the business for change'. To me this is really all about how people handle change. Business readiness activities include: Managing and understanding the overall timeline and scope Stakeholder management Business roll-out and training plan (including train the trainer) Communications (constant and regular) -...
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Its January. Many businesses are scrambling to issue incentive compensation plans that will both motivate and challenge their sales organisations. As you look to motivate your sales reps, don't forget what you are designing should INCENT them to sell more, not just reward them for past behaviour. Sometimes its easy to lose focus of that when you get up to your head in cash projections and various modelling, sanity checking and all the other important parts of this process. First, a recommendation. There is a fabulous book called Game the Plan, by Christopher W. Cabrera, the Founder and CEO of Xactly...
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There are a number of different technologies to improve sales productivity. Ensuring the right documentation at the right time is in sales people's hand is an incredibly important sales enablement activity. A few stats to ponder: IDC estimates 40% of marketing collateral produced is not used Sales can spend up to 9 hours a week are spent searching for information According to KnowledgeTree, 30% of the average sales person’s time is spent looking for or creating new sales content and documents According to the Aberdeen Group, companies that gave marketing strong visibility into sales content utilisation saw an 3% increase in...
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Last week I attended a great event put on by NewVoice Media. The most interesting speaker was Martin Hill-Wilson from Brainfood Consulting. He was an exceptionally engaging speaker and his talk was on a very hot topic, artificial intelligence (AI). Inspired by Martin's talk, I wanted to share some thoughts as well as some specific examples of how sales organisations can take advantage. You can also read his whitepaper on the topic here. Big Data To understand why artificial intelligence this is relevant to everyone and how exciting these developments are its important to understand 'why'. We've all heard the term 'big data'....
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This post is the third in a series of about Sales Development Reps (SDRs). Blog 1: Sales Development Rep Call Success Blog 2: Sales Development Rep Technology Blog 3: Sales Development Staffing, Organisation and Goal Setting This blog is the last in a series and will cover the following the following topics Hiring/Staffing Organisation Compensation and Goal Setting Staffing Getting the right person in a role is key. With recruitment fees and ramp-up times increasing as businesses become more complex, this is more critical than ever. Some traits to look for include: Intelligence - Yes, this is a junior role and not...
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This post is the second in a series of about Sales Development Reps (SDRs). Blog 1: Sales Development Rep Call Success Blog 2: Sales Development Rep Technology Blog 3: Sales Development Staffing, Organisation and Goal Setting One of the common characteristics of successful sales development teams is their use of technology and automation to be more effective. This is especially true as by 2020, 50% of sellers are meant to be millennials. There's no shortage of sales automation technology, according to the Sales 2.0 conference, over 2000 new applications to the market since 2006. I saw the graphic at right on...
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The good news - there's a lead! Now what? Most likely this new lead is with your sales development team so I wanted to focus on how to improve the performance of this important function to ensure as many leads are getting to your pipeline as possible. This post is the first in a series of three blogs about Sales Development Reps (SDRs). Blog 1: Sales Development Rep Call Success Blog 2: Sales Development Rep Technology Blog 3: Sales Development Staffing, Organisation and Goal Setting This blog will share some statistics and stats which will help your sales development reps be more...
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