A clear sales process helps sales teams move opportunities forward in a structured and predictable way. This category explores the stages, frameworks, and best practices that guide prospects from initial contact to a successful sale. Learn how to build, refine, and optimise your sales process to improve efficiency, strengthen customer relationships, and achieve more consistent results.
How much does a commission plan and goals affect outcome and performance? I want to explore sales commission plan effectiveness, but first, a slight diversion, that will make sense eventually. In the running community, there is an often-used phrase: The race isn’t won on the hills, but it can be lost on them. Hills
Is your commission plan helping or hindering? Read More »
When I talk to clients who have a new business shortfall, the two most common sales strategy problems they have are: Both of these ‘issues’ are just symptoms, not the real problem itself. I run a lot, so I often get aches or pains in my legs or lower back. It’s usually just a little
So, what’s the real issue? (Part 1) Read More »
Have you ever missed your monthly sales goal? If you have, you know the thoughts that go through your head. If you haven’t, congratulations on avoiding it so far! But here’s the truth: it will happen eventually. When salespeople miss their targets, the biggest mistake they make is abandoning the sales process that made them
Sometimes, it just is! Read More »
I have a knack for breaking down complex business challenges, but where does that come from? The workshop During my childhood, my Dad had a workshop that he spent a lot of his spare time in. It was a magical place with various machines, workbenches, tools, and boxes of fastenings all organised by type, material,
My Dad, the engineer Read More »
Sales prospecting pipeline management is not an exciting part of the sales process to most, but it can be a critical element. The foundation that all else built upon. During my early career in sales leadership, I managed an Inside Sales team responsible for scheduling meetings for the Field Sales team. They were an amazing
Sometimes You Have To Dig, And Then Dig Some More Read More »
So why did I decide to start The Sales Doctor? Ultimately I want everyone selling with an ethical sales process. Let me give you the background and context, and get something off my chest. Sales is often given a bad name, and I am sick of it. Why sales has a bad reputation For a long
The Genesis Of The Sales Doctor Read More »
