SALES

Sales - Who Dares Sells

It's a tough call which part of business we at TGM enjoy the most…..but sales and revenue growth generally has a good chance of coming top of the poll. It's just so fascinating!


The people are the first challenge, like racehorses they need to be finely honed, bred well and can have days where they are world beaters followed by days where they think the world is beating them ! We love the fact sales is on the front line, it's like the infantry in an army. Taking market share is like an invading force taking territory, it's exciting, challenging and there's no place to hide.


We know sales. We know that sales is about the following three things:

1. Focus
2. Energy
3. Mindset

The product is what it is, no doubt as good as the competition in some respects but not others. The way you sell can be the make or break ingredient. As quoted in the Trainique Sales Research document on Business Balls


Sales strategy is key - what do you want to achieve? We begin with the end (we would being Coveyists).


We at TGM start with the target and work back, not the other way around. We believe in Cause and Effect, change the inputs and the outputs change, leave them the same - guess what? Nothing changes.


A sales force is a machine, it needs inputs, it needs calibrating, it needs oiling and it needs sales engineers who know how to run it. We know how to build sales teams; we've done it for many years within the harshest environments known to a salesman.


So we'll build a machine that not only works but is sustainable and consistent…..we'll also do the hard bit - change mindsets and re-set Paradigms. Belief is as important as product knowledge, without self belief the glass ceiling will remain in tact. We've been teaching the art of Paradigm shifting for many years, long before Clive Woodward used this principal to deliver the World Cup. Thankfully for us our record is more like Federer's.


As humans we get negative and miserable. Sales people can't afford bad days. They can't coast through the hours knowing they'll get paid anyway. No sales, no money. There's nothing worse than your sales people being "got at" by the organisation and the world - negativity is like a disease, it can spread if you don't treat it or cut it out. We'll clean them up and send them back out there with a WIN attitude. The chances are your competitors will not be spending time calibrating their sales engine…thereby you get the competitive edge so crucial in today's world.