Sales and non-sales related activities

How effective is your sales team? What percentage of their time is invested in sales related activities? A recent survey of Australian Corporations conducted by SFSI indicates that sales teams invest less than 30% of their time in Sales Related Activities. How does your team compare?   Sales related activities are regarded as: Prospecting activities by telephone, door knocking, LinkedIn & Social Media, networking events, trade shows etc. Initial and subsequent visits to prospects to conduct needs analysis and or…

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Recruiting Great Sales People

Here are some great tips when you are recruiting great sales people. Get referrals from friends and colleagues. I've found most of the great performers I've hired for my business this way. Ask your customers. Customers bond well with sharp representatives and they often will be a great medium for an introduction. Use social media. LinkedIn is particularly powerful. Engage with people - everywhere you go and especially when you have met a great sales person. Create an amazing advertisement…

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Hiring by cultural fit or Job Competency?

Hiring for most jobs attracts & draws many candidates who are qualified for the role. However, in this mass of applicants, candidates who tick the competency boxes perfectly reduce the “possible group” even more.  How many will fit the culture? Cultural fit includes, personality, ability to “fit” into the team, background similarities, hobbies and Interests, personal philosophies and beliefs, in fact many factors are often considered when a client asks for a candidate that fits the culture. A further filtering…

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What are the signs that you have the best sales team in Australia ?

We often come across C Level Executives who advise us that they have the “Best Sales Team in Australia”. In order for your team to be ranked as the best, here are some questions you should ask yourself. Does your team actively use Client Relationship Management (CRM)? Not only as a tool to make it a powerful contact manager, but more importantly used to trigger sales process and take the prospect on a journey from agnostic to key account and…

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Stand out from the Crowd

Imagine being a Soldier!  You are an amazing individual, well trained and fit, however by appearance you all look the same. How do YOU stand out from the crowd? Consumers today have a wide choice of options when shopping for goods and services.  Why should someone choose your company and your service and offerings over someone else? The most common issue we find when working with a new client is the ability for the sales team to position their offerings…

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Is there something missing from YOUR customer service?

This is the signage from the Customer Service Counter of one of our major airlines in Australia.  Yes, it is only a small “fail” that some letters are missing from counter signs, but what message is it sending to their clients? Sales teams work hard to prospect, qualify and win new customers.  Sometimes it can take years to win some of these deals. Of course it stands to reason that we should ensure we audit and benchmark customer service levels…

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Recruitment is evolving quicker than ever

  Recruitment is evolving quicker than ever, and it can be challenging trying to keep up. Here at Synergy For Success we are continually developing and researching for better ways to recruit which ensure better outcomes for our clients. We specialise in Sales Recruitment Sydney, Sales Recruitment Melbourne and Sales Recruitment Brisbane, Sales Recruitment Adelaide, Sales Recruitment Perth and Sales Recruitment Gold Coast. It is paramount for us to be able to “own our patch”, and to be able to…

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Why Sales Process

Sales Process is a sequence of events that leads to a sale. Regardless of what industry we work in, sales processes are generally present, albeit in different forms. You can feel the power of CRM when you call your bank and they are able to identify you before you even introduce yourself. At the end of the call they then ask you why you don’t appear to have any superannuation or are you interested in investing some of your liquid…

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Why use a professional external recruiter for hiring your next professional Sales Team Member

1) Recruiters who specialise in Sales Teams can smell a sales gun a mile away. We understand the traits of a great sales person and we can quite often identify these team members very early in the interview. Here at Synergy for Success we have identified 14 key competencies that can be measured when selecting great sales people. It’s these traits that should be considered when making your next available hire. 2) Recruiters who specialise in sales team always have…

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The cold-caller’s guide to manoeuvring the gatekeeper

  There are many ways of connecting with prospects to identify what opportunities actually exist within their organisations, including email marketing, direct mail, invitations to events and so on. Getting past the gatekeeper can be daunting. Here's our cold-caller’s guide to manoeuvring the gatekeeper. This article will discuss the strategy of cold calling – that’s right telemarketing! As we make over 1 million calls in our own outbound lead generating call centre, we know that telephone canvassing is the most…

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