Monthly Archives: August 2015

Closing the Sale: Q&A Help Sheet

How can you avoid sales cycles? Image courtesy of stockimages on freedigitalphotos.net

How can you avoid sales cycles? Image courtesy of stockimages on freedigitalphotos.net

Our partners at Miller Heiman recently held a webinar entitled How to End the Roller Coaster Sales Cycle which explored the best way of breaking out of the circles sales people get trapped in with potential customers to close the deal. Following the webcast there was a Q&A session and some of the questions and answers that were produced are definitely worth sharing.

How to you gain access to key decision makers?

How best do I engage the customer in ROI discussions?

Do we need to expand our reach in difficult economic times?

These questions and more are fielded by our team of experts, who have years of experience and field research at their disposal. Learn something new as a sales person today, and Read the full Q&A here.

The Secret to Winning Large Deals

One of the break through competencies of successful sales organizations is internal collaboration

One of the break through competencies of successful sales organizations is internal collaboration. Photo courtesy of Master isolated images. on freedigitalphotos.net

Now AchieveGlobal is part of Miller Heiman Group, we are able to tap into some of the research undertaken by Miller Heiman, such as their Sales Best Practices Study in 2013. The study identified stand-out competencies apparent in organizations with highly successful sales track records.

So what sets the world-class sales organizations apart? They do a much better job of not only identifying what the large deals are, but they then are able to prioritize and allocate the right resources to opportunities based on customer requirements, instead of getting caught up in internal politics. The key message here is not only on seeing deals objectively, but on internal collaboration.

By sharing customer experiences and market insights across departments, sales leaders can coordinate messaging and collaborate on how to address the customer’s situation in the best way.

Read the full article in the download – it’s free

 

5 Ways to Optimize Your Working Environment

office working environment to boost productivity and motivation

Is your working environment counter-productive? Image courtesy of stockimages on freedigitalphotos.net

Motivating your team as a genuine leader is challenging but rewarding task; inspiring the life blood of your organization to share vision and goals to work together in common purpose. There might be some simpler things you can do to help inspire your people work well that are fairly skin-deep but could make a world of difference. The place you work each day is where you spend most of your time, and if it is not somewhere that is conducive to clear thinking then the job of your people becomes instantly more difficult.

Making a work environment more productive could be a lot easier than you think…

  1. Room temperatureThe battle with the natural outdoor temperature in the Middle East is a daily one; but this generally means that offices are very well air conditioned. It’s really important for health and well-being as well as concentration levels, particularly in the hot summer months, that rooms are well temperature controlled. Studies have shown that productivity declines as body temperatures rise – I’m sure we can all relate to the lethargy that being too hot brings. Make sure your office is cool and provide a water cooler if possible.
  2. Natural and good lightLighting can really affect our moods; a dull room may leave us feeling groggy and sluggish. Our bodies are actually programmed to follow the sun, and so even poor artificial lighting in a room with no or small windows can have a negative disruption on our natural rhythms. Position desks near windows and keep the windows clear of obstacles or blinds.
  3. Pleasant surroundings
    An office may not seem like the kind of place you would be interested in decorating so that it looks nice, but the immediate surroundings workers are in can have profound impacts on moods. Light colours on walls will help reflect light back into the space, and look professional too. The upkeep of your building says a lot about you as an organization – if you don’t maintain your furnishings or have a high standard in your own office, then it give employees and visitors alike a sense that you are lax in other areas of business too.
  4. Positivity
    The way an office feels when you are working isn’t all down to the way it is decorated – of course a lot of the atmosphere derives from the management of the workers and the way the people working feel about being there. Negativity breeds more negativity, but fortunately the same can be said for positivity; nurture mutual respect to boost motivation. The happiest teams are usually found in the most successful businesses!
  5. Practicality
    Finally, it may sound obvious, but how does your space get used? You may be so used to the way things are, you do not realise how awkward it can be to have group meetings or work collaboratively with one another and have open communication, because of the way your office is set out. Consider where people sit – would some workers be better sat with others they will be liaising with the most? Is there a break out area for quick meetings? These things can make the world of difference to the flow of the working day and the speed at which decisions can then be made and implemented!