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Simon Lees

Author, Coach, Business Consultant, Entrepreneur

Increase Your Sales With High Pay Off Activities

If you’re anything like me I’m certain that you’ll want to get more out of your day! More time to sell and most of all more time to make commission.   Getting more out of your day isn’t easy, but one measure which you can adopt is to try splitting your daily activities into two parts, those being High pay off  activities Low pay off activities   What are they? Well…   High pay off – these are the tasks that return a high yield for their activity. Such actions… Read more Increase Your Sales With High Pay Off Activities

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Sales Reward Imbalance – The Reason Why You Feel Unrewarded

Have you ever felt in your job or maybe a previous role that you weren’t rewarded appropriately for your efforts?   Maybe your commission wasn’t proportionate to the amount of sales you brought in? Maybe your sales figures weren’t reflective of what you actually brought to the business?   Well in this article I’m going to explain the psychology around this imbalance, and what we encourage you to do as prospective sales icons.     So to start with, without getting too theoretical, to explain this point I want to… Read more Sales Reward Imbalance – The Reason Why You Feel Unrewarded

Is Your Sales Close Rate Higher Than This?

It is reported that the average close rate is   19% Across All Industries (Average)   Yours maybe a little higher or a little lower but this is the average across all industries.   When I first read this it really shocked me if I’m honest, 19%…surely it can’t be that low!   But then when I reflected on this it actually gave me a positive outlook. It demonstrates how difficult sales can be in that we should only expected to win one in five deals.   So if you’re… Read more Is Your Sales Close Rate Higher Than This?

The Key to Qualifying Opportunities

A question I regularly get asked is how do Sales Icons qualify opportunities. So in this article I’m going to uncover the criteria we swear by, which we’ve tried to keep as simplified as possible with one small addition to refine our qualification process.   So first of all why is qualifying prospects or opportunities so important? Well the same as most of the practices we recommend, it’s all about using our time as effectively as possible. Our dream scenario is to only ever focus on prospects whom are in… Read more The Key to Qualifying Opportunities

Two Quick Objectives for Sales Success

I read an article recently which baffled me. It stated how research suggests that the average person at work, for an eight hour working day, merely works 2 hours and 53 minutes? That’s madness right?   I thought to myself, if I worked that little I’d hardly achieve anything. For me 3 hours would be taken up by one meeting with a customer and then the follow up actions. If I only had three working hours a day then I’m definitely not achieving 3+ meetings, no chance!     I… Read more Two Quick Objectives for Sales Success

How to Optimise Your Sales Closing (Part 2)

If you haven’t read part one to this article, or you need a refresher then here’s the link to it: http://sales-icon.com/2018/09/26/how-to-optimise-your-sales-closing-part-1/   To summarise, in part 1 of this article I talked about the importance of evaluating where our time is best invested in our pipeline. In that we shouldn’t merely take a blanket approach to focus solely on the large opportunities. Instead we should ‘play the percentages’ and evaluate which opportunities have a good chance of closing in relation to their value.   In this article I’m going to… Read more How to Optimise Your Sales Closing (Part 2)