by Mike Brunel | Dec 19, 2022 | Sales
Well-managed well throughout incentive programs plays an essential part in achieving and exceeding sales targets. If your incentives are adequately structured, they can result in a high level of motivation.
Here are a few basic principles I recommend to my clients.
- Avoid incentives where individual salespeople compete directly with each other to win a single prize. This often causes animosity. It is much better to ensure that every person has a chance to achieve an incentive by reaching a certain level of sales.
2. Incentives should be introduced with some pizzazz and excitement to help generate an air of urgency. Incentives are designed to motivate salespeople, so how they are presented needs to reflect this.
3. Incentives should not be long-term – usually a month- under certain circumstances; incentives could be offered for one week only. Don’t make the mistake of running incentive programmes for more than three months.
The fact is, It is hard to sustain interest in incentive programs if they are run over too long a period. Salespeople tend to focus on incentives only when they are close to achieving them. A year-long incentive, for example, will only really generate genuine interest among salespeople about three months from the end of the year (by which time it’s too late to impact on the result) – for the rest of the year, the incentive seems too far away.
Have a great week selling your stuff.
Mike
PLUS: WHENEVER YOU’RE READY…
Here are 3 ways I can help you make more sales in your business – whether your business is big or small.
1. Try the new 7 Days to Sales Success Framework.
Make More Sales in 7 days. The framework of everything you need to start making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by increasing sales.
2. Join our Private Facebook Group – The Salesmindset Inner Circle. Get all the latest up-to-date sales ideas.
Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here.
3. Work with me One-on-One.
If you’re a small or large business owner or in professional services, you might have a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Please jump on a FREE 15-minute Brainstorm call with me by clicking here.
Mike Brunel started mikebrunel.com after being a successful entrepreneur and founder of NRS Media. He co-founded NRS Media in Wellington, New Zealand, expanded it into a global powerhouse in media sales and training, and was eventually responsible for opening offices in London, Atlanta, Toronto, Sydney, Capetown, and Bogota. His products and services are now sold in 23 countries and in 11 languages generating $350 million annually in sales for his clients. Mike sold the company in 2015 and now spends his time following his passions which include rugby, travel. His promise: “I can find thousands of dollars in your business within minutes – GUARANTEED” TRY ME OUT!
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by Mike Brunel | Dec 12, 2022 | Leadership
This secret or tip has worked almost every time I try it.
Imagine this is your first call to your client; you have just inherited a client list from your sales manager; you know the one…
“It’s gold coated and will bring you thousands and thousands of dollars.” Or so the sales manager thinks.
When you make your first appointment with a new client, say to them just before you get off the phone, “I’m looking forward to meeting you; how many staff do you have because I have a surprise for you.”
Pick up morning tea
On the way to the call, pop into your local bakery and “pick up morning tea”.
When you get to the appointment, leave everything in the car except your business card, walk in and present your surprise… It will work, I can guarantee it…why… it breaks the ice; the client sees no briefcase, no salesman talk, they relax,
Some of the staff are won over straight away, and you get to learn more about your client more relaxedly. If your client says no thanks, then they are not worth having.
Have a great week, and have fun selling your stuff.
Mike
Good selling
PLUS: WHENEVER YOU’RE READY…
Here are 3 ways I can help you make more sales in your business – whether your business is big or small.
1. Try the new 7 Days to Sales Success Framework.
Make More Sales in 7 days. The framework of everything you need to start making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by increasing sales.
2. Join our Private Facebook Group – The Salesmindset Inner Circle. Get all the latest up-to-date sales ideas.
Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here.
3. Work with me One-on-One.
If you’re a small or large business owner or in professional services, you might have a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Jump on a FREE 15-minute Brainstorm call with me by clicking here.
by Mike Brunel | Dec 5, 2022 | Sales, Strategy
80%……….Of all sales made after the fifth call
48%……….Of all salespeople, call once and quit
25%……….Call twice and quit
10%……….Keep on calling
These statistics are close to the mark in all selling forms, be it a service or product you sell.
I think that we all know…
SALES DON’T JUST HAPPEN.
I have created a diagram to illustrate the real-time that your buyer is available to sell to.
Just email me at mikebrunel.com for a copy.
Why do many salespeople thrive when others do not? Here are some ongoing practices I observe every day.
1. Always add to your pipeline.
Not continuously adding to your pipeline is often a mistake that salespeople make once they have established a solid ongoing sales funnel. If you continue to add to your sales pipeline, then if that long-established client decides that this month they will not buy this, then it does not matter because you have more potential opportunities in your pipeline.
If you are always taking the position of helping and assisting your client, then your pipeline will increase. If you are only filling up your pipeline when you are desperate, many clients will sense that, and you will come across as desperate.
2. Never assume they need you.
I have noticed that many salespeople leave a message with a client or a voicemail, and they think it ends there. They think they have done what they had to and then move on. Depending on your relationship with that client, they may or may not call you back. If you want to do business with them, you have to plan that call and decide the ongoing strategy to get the person to respond. Create a proactive message for them to call you back.
3. Sales potty training.
For those that may have had young children, there was a time when you had to train them to go to the toilet. In my experience (a while ago), I always used to say, “Pee or get off the pot”. In other words, make a decision. There will be times when you have to make a decision to get off the pot.
Some clients need to be let go. You need to figure out whether a prospect is serious about working with you. A promising pipeline is full of qualified prospects, not “tyre kickers.”
All pipeline activities have to support your key messages, and understanding who your client is and where they play is vital to successful sales.
Good selling
Mike
PLUS: Whenever you’re ready…
Here are 3 ways I can help you make more sales in your business – whether your business is big or small.
1. Try the new 7 Days to Sales Success Framework.
Make More Sales in 7 days. The framework of everything you need to start making more sales in your business. The Sales Success Framework is based on a simple 7-day challenge. Click here to find out how you can grow your business by increasing sales.
2. Join our Private Facebook Group – The Salesmindset Inner Circle. Get all the latest up-to-date sales ideas.
Every week we do Facebook Live updates on all things sales. Tips, ideas, free coaching, and much more. Join me by clicking here.
3. Work with me One-on-One.
If you’re a small or large business owner or in professional services, you might have a few strategies, tactics and tools away from doubling your lead flow, revenue and impact. Jump on a FREE 15-minute Brainstorm call with me by click here.
