Which Selling Style is mostly used among salespeople?
The question that we got from many of our clients is which selling style is the most commonly used among salespeople. In the following paragraphs we will introduce some of the empirical researches that we came across and that we wanted to share with you. A survey of 41,964 salespeople across several nations conducted by […]
Hyper Pro Type – one of the Sales Obstacles
Hyper professional type is one of the 16 sales call reluctance types/obstacles. In this article we are explaining in a bit more details about this Sales Call Reluctance type and how it affect sales person to perform at the desired level. When contact barriers affect sales personnel, we call it Sales Call Reluctance. It is […]
How important is experience in predicting sales success?
In the sales management circles there is a big discussion on how important is experience in predicting sales success. Some companies say recruiting salespeople with experience is a surefire way to get salespeople who are performing. I don’t know if I really agree, so I found out what we know and can substantiate. There are […]
Did you actually know?
Did you actually know that you can increase your sales quite easily by getting information about what’s limiting your salespeople’s activity or when recruiting which sales candidate will make their prospects, calls, and customer visits. Did you know that 85% of all salespeople we have tested in the world have sales call reluctance so much […]
Draining your field sales organization
Many people are unknowingly draining their field sales organization of top salespeople. Many companies have a career ladder for their salespeople. In the example of the company I bring up, they, like most others, have a predetermined career ladder. Once one reached the position of field salesperson, after working as an inside salesperson, the only […]
Optimize Sales Team with Belbin Team Roles – Webinar
Don’t miss our exciting webinar on June 8th at 15:00-15:30 about Belbin team roles in sales teams. Learn how you can use Belbin to increase sales efficiency and improve customer relationships. Sales organizations have undergone a transformation in recent years, with increased use of sales teams. By working in teams, you can handle the increasing […]
Christer B. Jansson – Among Sweden’s most recommended sales coaches
Saleseffect has nominated Christer B. Jansson. Christer B. Jansson has been nominated in the online magazine Saleseffect as one of Sweden’s 50 most recommended Sales Trainers. Interesting because we are very niche around sales call reluctance and also train other internal and external consultants in Europe to be able to help companies or customers get […]
Relentless: The Science of Barrier-Busting Sales
Are You Relentless . . . or Reluctant? For generations, salespeople have possessed a well-defined reputation as outgoing, fearless, and audacious. But for many, the familiar stereotypes mask a darker reality. Far from being unstoppable selling machines, they struggle with a secret fear of prospecting. Whether on the phone, in person, online, or in front […]
Salespeople who give too many discounts
Does it happen in your organization that you give too many or completely unnecessary discounts? In this column “Salespeople who give too many discounts”, sales expert Christer B Jansson writes about how you/you can avoid that trap? Some sales managers think that their salespeople give too many discounts, and if so, how can you avoid that […]
Difficult to find salespeople? This is how you can improve your situation!
In this article, Christer B Jansson writes about the challenge of recruiting salespeople. Most of the people I talk to, think it is difficult to find salespeople and in Stockholm area it is almost impossible without paying outrageously high wages. That’s what many people I talk to say today. So how can you improve your situation when facing […]
