Thursday 29 September 2016

Secrets of Sales Success

Published 17/02/2016 | 15:57

What does it take to succeed at sales and in the digital age is there still a place for person-to-person sales processes?

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These were just some of the topics for discussion on this week’s Ready Business podcast with guests Jo Collins, MD of Sales Performance Consulting & Training and Paul Fagan, MD of Business Coaching Ireland, joining presenter Brian Purcell.

Jo Collins, MD of Sales Performance Consulting & Training and Paul Fagan, MD of Business Coaching Ireland, join presenter Brian Purcell.
Jo Collins, MD of Sales Performance Consulting & Training and Paul Fagan, MD of Business Coaching Ireland, join presenter Brian Purcell.

Digital and social media are just one part of the process Paul Fagan stressed, emphasising the need for active sales follow-ups on an ongoing basis.

“48% of sales leads are not followed up,” he explained.  “And 80% of sales are only completed after 5 or more contacts.”

What works best for companies says Fagan is to have activity targets for staff rather than financial ones.

“Activity targets are easier to achieve,” he says.  “Get focused on what you need to do today to move forwards.  It’s about smaller numbers and smaller timeframes.”

For Jo Collins, ensuring sales success is about listening and paying attention to a client’s need.

“SMEs love talking about their business,” says Collins.  “Go deeper in your conversation with them; build rapport and trust as the foundations to work on over time, which will then serve the client best.”

Amongst the questions in our #readybusinessadvice slot, Barry in Dublin wanted to know whether he could take on the sales side of business development himself or if he should train somebody in?

‘Passion over skill’ was the underlying advice from our panel.  You can train the skill but if someone doesn’t have the passion or drive in them then all the training in the world won’t mean a thing.

On next week’s Ready Business show, we’re discussing hiring and holding onto great staff, so send in your questions on Twitter to @Brian_Purcell using #readybusinessadvice.

The Ready Business show, in association with Vodafone, is available every Thursday via iTunes, SoundCloud, Stitcher and Independent.ie. Or subscribe to the RSS feed of the Ready Business Podcast using your favourite podcatcher.

You can check out the full Ready Business Podcast series here.

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