Performance Sales Best Practices
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Posts from Andrew Ford

The Five Ingredients of a Winning Sales Team

By Andrew Ford | Blog ,Uncategorized | September 8, 2015 | Comments (0)
It may seem strange for a blog from a sales consulting and training company to point to another sales training company’s website, but when you see a good idea, it makes sense to share. In this case we are pointing to the Rain Group and in particular their recent whitepaper: World Class Sales Training.  This […]

Is salesperson turnover hurting your business?

By Andrew Ford | High Performance Sales Tips ,Sales Coaching ,Sales Organization ,Sales Strategy ,Sales Talent ,Sales Team Management | December 8, 2014 | Comments (0)
3 ways to improve your sales ROI The average tenure of salespeople is 2.5 years, in some industries it is even less. Think about what this means for your business. This is costing money, slowing growth and frankly ruining careers. There has to be a better way of managing sales teams to get salespeople to […]

3 Things to get to ROI on new salespeople faster

By Andrew Ford | Blog ,High Performance Sales Tips ,Sales Coaching ,Sales Metrics ,Sales Strategy ,Sales Team Management | October 2, 2014 | Comments (0)
The formula for salesperson success at many companies is nothing more than activity goals, hard work, and self-discipline.  It is a “sink or swim” mindset founded on the belief that sales is an individual discipline performed by aggressive “go-getters”. This formula’s premise is “experience is the best teacher”, and that successful salespeople are quick studies […]

3 Sales ROI numbers that are killing your business

By Andrew Ford | High Performance Sales Tips ,Sales Metrics ,Sales Strategy ,Sales Team Management | August 26, 2014 | Comments (1)
What is the average tenure of the salespeople on your team today? In the SME market the overall average is 2.5 years. Are you doing better than that? How about the ramp up time for a new salesperson to hit target productivity? Most B2B companies expect the salesperson to take between 6 and 12 months […]

Ted Talk Ideas for Sales Skills Mastery

By Andrew Ford | High Performance Sales Tips ,Sales Coaching ,Sales Talent | June 23, 2014 | Comments (0)
Success is Doing It Once Mastery is Doing It Again & Again Sarah Lewis: Embrace the Near Win This Ted Talk captures the value and effort greatness demands.  In a time where “good enough” is the end of most learning efforts, Sarah Lewis shows us where the path to greatness lies. This talk embodies the beliefs […]

3 Objections to Sales Training and Why This Hurts Your Business

By Andrew Ford | High Performance Sales Tips ,Sales Coaching | October 27, 2013 | Comments (0)
Here are three objections often heard when it comes to salesperson development: We hire people to do the job, sink or swim, training is remedial. Training is too expensive, and we haven’t seen an ROI. Why train someone who is going to leave and use the skills elsewhere? The most common lament among entrepreneurs is […]

3 Things to Attract the Best Gen Y Performance Sales Talent

By Andrew Ford | Uncategorized | August 26, 2013 | Comments (0)
My uncle worked his entire life for one company: Kodak. For another uncle it was BP, and in that case his father before him did too: two generations in one company, imagine that? Everyone knows that “Employment for Life” contracts like these are a thing of the past.

3 Things the Best Salespeople Know Before They Make the Call

By Andrew Ford | High Performance Sales Tips ,Sales Talent | July 4, 2013 | Comments (0)
3 Things the Best Salespeople Know Before They Make the Call The days of phoning a busy executive and asking them a bunch of questions to get them to uncover their pain are long over. Today’s salespeople have to earn trust and gain credibility from the first moment of contact with an executive. The only way to do that is to prove they have done their […]

What do we need salespeople for anyway?

By Andrew Ford | High Performance Sales Tips ,Sales Strategy | July 4, 2013 | Comments (0)
If 70% of the sales process is over, via the internet, before a prospect calls your sales team, then what do we need salespeople for anyway?  Aren’t they all becoming order takers of one sort or another? The sales world has certainly changed. The days of salespeople as information transmitters who were little more than […]

3 Ways to Spot a Future Sales Manager

By Andrew Ford | High Performance Sales Tips ,Sales Leadership | July 4, 2013 | Comments (0)
Too many organizations, and salespeople themselves, think the best sales manager comes from the best salespeople. The fact is that what makes a great hunter is often the opposite of what makes a great sales manager.  Great hunters are high energy, hyper competitive, independent do it yourself drivers that take no nonsense and get things […]