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Struggling with your sales team? Read this | Issue #129

How To Get The Best Results From Your Sales Team

OK – here’s a simple question. Do you have a sales problem?  Not enough new customers buying your products?  Are salespeople consistently missing their targets?  If you’re leading a company with the potential to grow, this is incredibly frustrating. I get it. It needs fixing.  And fast.

It’s easy to blame the Sales function.  Let’s face it; it’s rare to find good salespeople.  The Harvard Business Review found that only 15% of sales reps regularly hit their annual targets.  That’s not many.  It’s a profession that gets a bad rap for a reason.  There’s little consideration given to personal development or professional qualifications.  Many salespeople bumble along in mediocre companies, going through the motions.  They take orders from existing customers, and you pay them a commission.  Occasionally, through luck, word of mouth or geography, a new customer opportunity appears, and the salesperson closes it.  The company grows at 5-10% year on year. 

But how much of this is your salespeople’s fault and how much the ambition of your company?  If you really want to grow, you need to be prepared to take a long, hard look at your business.  And recognise that to get the best results from your sales team, you need to change the way your company operates.

Discovering Your Top Five Talents with Bert Robinson

Does your team need training and coaching to help people find a fit, alignment, productivity and clarity to exceed their potential? Do you feel like you were made for more? Are you ready to take your team’s communication up another gear? Then you might need Bert Robinson, President at Inpowering People.

“I do coaching and consulting with my company Inpowering People. I’m in Firestone, Colorado, out in the Rocky Mountains, and have been doing this for over 12 years now. And basically, when I’m at my best, I inspire and align people to be their creative best.”

Twelve years ago, Bert had an epiphany relating to the notion of positive psychology – if you can harness the talents and the job you’re in, and those two things come together. You’ll never work another day in your life.

Bert and his team help people and businesses discover their untapped talents and potential, building them into performance that achieves tremendous success professionally and personally. 

In this genuinely insightful episode, Bert talks about CliftonStrengths, how to help an executive team develop the language to have difficult conversations and the positive elements of strengths. 

We rattled on for a bit, so the episode is a bit longer than usual, but we thoroughly enjoyed the conversation; we hope you will too.

Clarity and Chaos

Join former Navy SEAL Ephraim Mattos as he explores events happening around the world related to armed conflicts, terrorism, humanitarian crises, US national adversaries, and major US political topics. Each week you will learn something new, develop a better understanding about the things happening in the world around you, and find some clarity in all the chaos.

How to dramatically reduce the time you’re spending on emails

Few of us love spending time in our inboxes. Email is one of the tasks people complain about most, but the problem may not be the tool but with how we’re using it, says Cal Newport, author of the new book A World Without Email: Reimagining Work in a World of Communication Overload. “Email has actually created a productivity disaster,” he says. “It makes us miserable and creates a background hum of anxiety that we simply accept as a necessary part of our professional lives.”

Making the Hybrid Workplace Fair

The pandemic has upended much about how we work, and what comes next is neither the death of the office nor a return to the way things were. Instead, our new reality will be hybridity: working with employees who are co-located in the same physical space as well as employees working remotely.

You’re Not Paid Based on Your Performance

Take a moment and think about your salary and wages. Your bonuses. Your stock options. What explains how much (or how little) you make? Is it your education? Your experience or seniority? Your organization’s performance, the cost of living in your area, your occupation, or your own individual performance?

The Sales Enablement Playbook by Cory Bray and Hilmon Sorey

In The Sales Enablement Playbook, sales veterans Cory Bray and Hilmon Sorey provide insights into creating a culture of sales enablement throughout your organization.This book provides a series of stand-alone chapters with frameworks and tactics that you can immediately implement, regardless of company size or industry.Whether you are a sales executive, sales practitioner, or a non-sales executive looking for ways to impact growth, The Sales Enablement Playbook will help you identify your role in a thriving enablement ecosystem.

Hyper Sales Growth by Jack Daly

Jack Daly’s energy is matched only by his genius and understanding about what makes the best sales organizations. It’s not commission strategies, it’s not about glossy sales materials; it is about people. Jack understands better than most that if you look out for your people and insist that they look out for your customers, the result is unprecedented growth (and a lot of very happy and inspired employees and customers). Simon Sinek “Winning teams result from strong cultures and leadership driven systems and processes. In the world of sales, as detailed in Hyper Sales Growth, Jack Daly knows how to lead and win.” Verne Harnish, CEO of Gazelles Author of Mastering the Rockefeller Habits “If you want to get predictable revenue and profitable growth, Jack Daly is your source for the state of the art in sales. Read this book, buy it for your team, follow his advice and you’ll be unstoppable.”


Do some competitor analysis

When we’re preparing for an off-site, we encourage clients to agree amongst themselves who their competitors are and do some desk-based analysis. We ask them to imagine a customer is preparing a tender. What criteria would they include?  What are their competitors’ attributes? Based on their website, their Glassdoor profile, their LinkedIn and any documentation you can see, what can you glean about their business, their leadership team and their go-to market plan? Where are they likely to do well? What are they passionate about?  What can you find out about their economic engine? This prep work ensures that, when we get together for the off-site, every member of the Executive team has something to add. It’s a great precursor to working out your unique strategy based on your company and product positioning.

Upcoming Events

Scaling Up WorkshopFoundry Farm, 7th April

Unprecedented times call for an unprecedented need to adapt… quickly. And we’ve done it. Our Scaling Up Workshop is back ON! A new date with fewer people and MORE VALUE FOR YOU. You and five other ambitious CEOs are invited to come and join this intimate session and leave with a strong and clear 3-year plan to achieve rapid and sustainable growth in 2021.

Quote of the week

“You were born to win, but to be a winner, you must plan to win, prepare to win and expect to win.”

Zig Ziglar

Dominic Monkhouse

Dominic offers business coaching and management development, strategy planning and organisational change, using tried and tested methods to launch your organisation onto an unparalleled growth trajectory. His programme is a function of his broad experience, his deep expertise and a proven process used by over 2,700 firms worldwide.

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