08 Jul, 2019

Hiring challenges When hiring new salespeople, you typically have two choices: Hire from competitors and pay inflated base salaries; or Grow Your Own (GYO) talent. Both come with risks and rewards, however, if you can make the latter work the long-term business benefits are significantly greater as: Operating profits are higher (as you’re not having to pay inflated base salaries); Attrition (and the associated replacement recruitment cost) is lower; Customer lifetime value is greater (as

29 Jun, 2019

Hiring people new to tech sales can greatly enhance the long term profitability and performance of your business, but can bring with it many challenges: The training and on-boarding experience can be resource heavy; Sales success can be slow which can be frustrating for you and your new hires ; The new hires often know nothing about what IT departments do or how they are structured, so struggle to establish rapport and build credibility quickly with their clients, impacting satisfaction and

05 Sep, 2017

We’re delighted to say that after several months of hard work re-designing every aspect of the Sales Gym 360 training programme, so it much better serves the growth aspirations and needs of our customers, our efforts have been recognised by the judges of the CRN Awards 2017, who have shortlisted us to win the Channel Service Provider of the Year Award 2017. CRNs panel of 25 industry experts assessed our all-new innovative 9-Station Training Circuit Programme against its ability to serve the

04 Jul, 2017

The partnership will see Raw Talent focus on sales recruitment via their academy process while Sales Gym 360 will deliver sales training. Both organisations have worked closely together over the past few months to create a new sales training process that meets the needs of their clients and the wider sales industry. The organisations have spent time speaking with clients, sales directors and managers as well as their networks to identify their needs. This has resulted in the creation of ‘The

16 May, 2017

Accurate forecasting of deals can be a challenge. They seem like a dead-cert, then go quiet.  Good forecasting starts and ends with great questioning technique.  This blog is an extract from Sales Gym 360’s Yellowpaper on “How To Question Effectively”.  Contact us and request your copy. Time  These 7 questions will help you better qualify whether there is anything that may prevent your sales transaction from happening when you think it will. 1. When is your Year-End? Could it impact the

10 Apr, 2017

The Motive Triangle helps us understand how Organisations operate and how investment decisions are made. Working from the bottom up (as this is normally where most salespeople are introduced to an Organisation) ... Every purchase an Organisation makes is considered by them as an INVESTMENT, not a cost. When we think of purchases as investments it helps us understand that our Client is expecting some sort of Return on their Investment (RoI); Every investment is part of a considered ACTIVITY or

22 Mar, 2017

This blog is an extract from the Sales Gym 360 "How to Prospect Effectively" Yellowpaper.  Contact us and request your copy.  So, some scene setting first ... Imagine the scenario ... you've been tasked with opening up a brand new account, The Jalapeno Food Company.  You haven't been given any information about the company and there is no previous trading history between your Organisation and theirs. How would you approach the task?  Are you a Type 1 ("Larissa") Prospector, or a Type 2