Martin Cattach’s Post

The yearly performance review is just round the corner. In many business development/sales role, the ultimate measure of success is the money you bring in. No money, no talk. It is a fair metric but is there another way to look at this? Always focusing on the outcome causes us to lose sight of the journey, which plays a big part in eventually bringing in the 💰💰 In this role, how you make a prospect feel is also crucial. If there are two salesperson selling you the same product, you are always more likely to buy from the person who invested time to listen and understand your needs. Why? He/She made you feel 𝗜𝗠𝗣𝗢𝗥𝗧𝗔𝗡𝗧. Thus, performance review can also be about the small wins in the process. Here are some examples of small wins that could exist in a customer engagement journey. 1. You did/said something that made the customer feel heard. 2. They spoke more than you did. 3. The customer gave you their full attention during your session, without reaching out for their phones. 4. They feel comfortable sharing a thing or two about their life outside work. 5. The session lasted longer than the allocated time. 6. They thank you for something you did for them. 7. They reach out and connect with you after the session. I hope this post inspires you to talk and celebrate your small wins this year during your review. 📷 Taken around NZ Hooker Valley. Nature has the best way of reminding us that the journey is as enjoyable as the destination. #businessdevelopment #performancereview #smallwins #journeymatters

🌟 Elevate Your Sales Team with Monday Morning Sales Meetings 🌟 Sales Managers/directors are you maximizing the potential of your team's Mondays? Consider incorporating Monday morning sales meetings into your routine for a powerful boost in productivity and performance. Here's why: 1️⃣ Alignment & Focus - Kickstart the week with clarity by aligning your team's goals and priorities. Monday meetings set the tone for the week, ensuring everyone is on the same page and focused on key objectives. 2️⃣ Motivation & Momentum - Energize your team with a motivational kickoff. Use these meetings to inspire your salesforce, share success stories, and ignite enthusiasm for the week ahead. Starting strong sets the pace for continued momentum. 3️⃣ Strategy & Planning - Utilize Monday meetings to strategize and plan for success. Discuss tactics, review performance data, and brainstorm innovative approaches. This dedicated time fosters collaboration and creativity, leading to more effective strategies. 4️⃣ Accountability & Support - Hold team members accountable for their targets and commitments. Use Monday meetings to track progress, identify challenges, and offer support where needed. This accountability fosters a culture of responsibility and growth. 5️⃣ Feedback & Development - Provide valuable feedback and coaching opportunities. Use Monday meetings to review past team performance, offer constructive criticism the team, and provide guidance for improvement. This regular feedback loop promotes continuous learning and development. Investing in Monday morning sales meetings isn't just about starting the week off right – it's about setting your team up for success. Embrace these best practices and watch your sales soar! 💼💪 Joshua Lawing Bobbie Jones Bill Shiver Sean Richardson Roger Russell BCSS, CCAI, ITIL V3, RICXI #SalesManagement #MondayMotivation #TeamSuccess

I often find myself reflecting on how easy it is to get lost in the hustle of sales without taking a moment to strategize our time. You're juggling client calls, follow-ups, and trying to hit your monthly targets, but it feels like there are never enough hours in the day. According to recent studies, mastering time management can boost our productivity by up to 40%. It's a game-changer. Time blocking has revolutionized how we approach our daily tasks, allowing us to focus on one activity at a time. This method not only improves our productivity but also the quality of our work. By dedicating specific times for prospecting, client meetings, and follow-ups, we ensure every task gets the attention it deserves. Effective time management goes beyond just planning your day. It involves setting up a well-structured agenda for your week and month, allowing for realistic goal setting and systematic achievement. Techniques like the Ultradian Cycle, with 90-minute focus periods followed by breaks, have significantly enhanced my concentration and productivity. But how can we apply these strategies to boost sales outcomes? Strategic time management in sales is crucial for staying ahead in this competitive field. Balancing client interactions and internal tasks, while also dedicating time to personal development, can be challenging but is essential for long-term success. For those looking to dive deeper into strategic time management and its impact on sales, watching this session can offer invaluable insights. https://lnkd.in/dJkdaQmt #SalesEfficiency #TimeManagement #ProfessionalGrowth

Feeling the weight of a sales slump? You're not alone, and there are ways to emerge stronger! Boosting team productivity and morale during sales slumps is hard. Periodically, you need to: → Set realistic and achievable goals → Communicate openly and transparently → Recognize and reward small victories → Foster a supportive team environment → Provide relevant training and resources All the other tasks involved. This is challenging for everyone, especially when you're leading a sales team facing high pressures and targets. (So, show yourself some compassion!) If you're experiencing challenges, here's what you can do: 1. Set realistic and achievable goals: Break down big targets into smaller, manageable tasks to keep the team motivated. 2. Communicate openly and transparently: Share both the highs and lows, and involve the team in finding solutions to problems. 3. Recognize and reward small victories: Acknowledge achievements, no matter how small, to reinforce positive behavior. 4. Foster a supportive team environment: Encourage teamwork and mutual support among team members to create a strong sense of community. 5. Provide relevant training and resources: Equip your team with the necessary tools and knowledge to improve their performance. Bonus tip: Schedule regular one-on-one check-ins with team members to understand their individual challenges and needs. We'll drastically simplify the process of boosting team productivity and morale, and also help you navigate through sales slumps with confidence and resilience. Remember, every sales slump is temporary – let's turn it into an opportunity for growth #TeamProductivity #SalesLeadership #Motivation #SalesTraining #GoalSetting #TeamSupport #EmployeeRecognition #CommunicationSkills #SalesCoaching #GrowthMindset #SalesSuccess #Supportive

A wave is not a client visit. Except, it is? Does it feel like your sales team has a lot of meetings for the amount of production they see? It's a tough market, don't get me wrong. But when it's okay for them to call a wave when walking by a manager's office a "client visit" because they have to hit 10 client visits a week a meeting, it's hard to know what to expect from a production standpoint. You had 10 meetings this week, but how many MEETINGS did you have? 8? 5? 1? Your person might be blowing it out of the water for the amount of business they're bringing in... since what they're bringing in is from only 1 actual sit-down meeting a week. This is something that always baffled me. The importance of hitting metrics, over the importance of actually managing people... The managers who are winning in this down market? Managing their people, not their metrics. #RaiseTheRoose

As we edge closer to the end of the fiscal year, the spotlight turns sharply to our targets. It's that time when the numbers we've been chasing start to feel more real than ever. 🎯 Let me share my ideas of achieving my numbers ⏸ - 1. Personalized Approach: Each client is unique, and understanding their needs allows us to serve them better. A personalized email or a quick call to check in can make huge difference in how they perceive value. 2. Reflect on the Journey: Take a moment to look back at the sales journey this year. What lessons have we learned? How can these insights shape our approach in these final weeks? 3. Follow-Up: It's not just about making contact but more in connections. Doing same in final week doesn't simply mean chasing overdue numbers. Instead, it's about fostering meaningful interactions and delivering value. 4. Celebrate Every Victory: Whether it's a small sale or a big contract, every win counts. Celebrating these victories not only boosts morale but also reminds us why we do what we do. 5. Stay Agile: While targets may remain firm, staying flexible and ready to adapt is key to overcoming any last-minute hurdles. As we push through these final days, let's remember that behind every target is a team, behind every sale is a story, and behind every follow-up is a future opportunity. Let's make it count, not just for the numbers, but for the connections we build and the growth we experience together. To everyone out there in the sales trenches, how are you tackling your end-of-year targets? Any tips, tricks, or tales to share? Let's rally together and close this year on a high note! 💪 #SalesTargets #EndOfYearHustle #ClientRelationships #TeamGrowth #SalesStrategy

Time is the currency of sales - spend it wisely! 🕒 In the bustling world of sales, mastering the art of time management isn't just a nice-to-have, it's a must-have. Prioritising tasks based on their importance ensures that you're always focusing on activities that move the needle. 🎯 Here's the deal: Not all tasks are created equal. Identifying high-impact activities and giving them the lion's share of your attention can significantly boost your sales performance. It's about working smarter, not just harder. But what about those inevitable slack times? Those quieter moments can be pure gold if leveraged correctly. Use them for self-improvement, market research, or planning your next big move. This is the time to sharpen your sales tools, so you're ready to cut through the noise when the pace picks up again. 🔧 Remember, in sales, time lost is opportunity lost. By managing your time effectively, you're not just staying ahead of the game; you're defining it. How do you prioritise your sales tasks? Share your strategies below or drop me a message - let's connect and conquer the clock together! ⏱️ #TimeManagement #SalesStrategy #Productivity

Does your team understand what winning is? Does every person who shows up understand how they create value? One of the biggest challenges in any organization is ensuring clear accountability and responsibility for outcomes—from the top strategic plan down to frontline value delivery. Without this clarity, ambiguity and chaos creep in. And that leads to wasted effort everywhere. At Symplicity, we've made it a priority to ensure everyone knows exactly what they’re responsible for and how they’re progressing towards their targets. From sales hitting revenue numbers to delivery teams executing projects, we connect every process to a clear outcome. For example: Our sales team drives large transformation engagements with a balance of strategy and improvement days. Our delivery team executes 147 days of client projects each year, ensuring quality and customer satisfaction. Together, sales and delivery work in sync to push toward shared outcomes and drive customer outcomes and financial returns. It’s all about connecting the dots: Does your team understand how their day-to-day work drives value? Are they clear on how their efforts link to overall organizational outcomes? I know this: A team is either focused on working toward outcomes together and individuals are focused on their own growth. OR We get focused on what isn't working and what we're not getting. Which organization are you leading? ***** This is how we helped one owner increase their net profit 900%. This is why we run Levership. To help organizations make and execute strategy. Our next cohort starts end of October.

The "Friday Doomsday" feeling can hit hard for sales professionals when another week passes without closing a deal. The pressure of moving close dates and the looming sense of unmet targets can be overwhelming. Having experienced the grind, I understand the struggle. Two clients sealed major deals this week after months of dedicated effort. The journey involved countless touch points, strategic planning, collaboration with team members, engaging executives, addressing product feedback, and sheer hard work. In sales, success hinges on meticulous preparation, honing talk tracks, involving team members, engaging with executives, handling tough conversations, and putting in relentless effort. The top sales performers I've encountered don't rely on luck; they invest in preparation, mastering technology, inquiring, practicing scenarios, structuring meetings, and nurturing connections. Sales is a strategic game that rewards perseverance and dedication. Embrace the challenge, put in the work, and watch your efforts translate into tangible results. If you're feeling discouraged, ask yourself how you can better prepare for next week's meetings, how you can involve your executive team, how you can engage with your prospects with preparation and curiosity... Hit me up if you are struggling... you're not alone. #SalesSuccess #Dedication #HardWork

Gain #sales insights from 13 sales pros who've turned their mistakes into invaluable lessons. ✍️ 👉 Avoid burnout with practical work-life balance tips 👉 Uncover effective strategies to connect with key stakeholders 👉 Adapt your approach for genuine customer connections Tune into the real-life experiences of top sellers like Cherilynn Castleman, John Barrows, and 🎙 Elyse Archer. Don't miss out! https://lnkd.in/gQYCda7y #SalesStrategy #StakeholderEngagement #WorkLifeBalance