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ThinkSales Issue 30

ThinkSales magazine caters exclusively to the needs of sales management leaders. The editorial objective of ThinkSales magazine is to empower, motivate and inspire sales leaders with strategic knowledge, tactical skills, management insights and exposure to international sales and management thought-leadership and best practice necessary to lead sales organisations to achieve higher and sustainable sales results.

South Africa
Thinksales Corporation Ltd
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3 min
expert contributors

ALI ROBINS handles content and community for Officevibe, the employee engagement software that helps companies create greater workplaces. Learn more at www.officevibe.com ANDRIS ZOLTNERS is a professor emeritus at Northwestern University’s Kellogg School of Management in Evanston, Illinois. He is also a co-founder of ZS Associates, a global business consulting firm headquartered in Evanston, and a co-author of The Power of Sales Analytics. Learn more about Andris at www.zsassociates.com ANTHONY IANNARINO is the author of the best-selling book, The Only Sales Guide You'll Ever Need, the MD of B2B Sales Coach & Consultancy and an adjunct faculty member at Capital University’s School of Management and Leadership. Learn more about Anthony at www.thesalesblog.com or follow him on Twitter @iannarino BOB HERBOLD is the former Chief Operating Officer of Microsoft Corporation and the author of…

1 min
how to reach us

THINKSALES CORPORATION Published by Thinksales Corporation (Pty) Ltd Address 1st Floor, Fernglade, Fernridge Office Park, 5 Hunter Ave, Ferndale • PO Box 327, Pinegowrie, 2123 Tel +27 (0)11 886 6880 • Fax +27 (0)11 789 9113 Online www.thinksales.co.za SUBSCRIPTIONS DEPARTMENT Tel +27 (0)11 886 6880 • Email subs@thinksales.co.za ADVERTISING ENQUIRIES Tel +27 (0)11 886 6880 • Email sales@thinksales.co.za EDITORIAL DEPARTMENT Email info@thinksales.co.za • Mail PO Box 327, Pinegowrie, 2123 EVENTS DEPARTMENT Tel +27 (0)11 886 6880 • Email events@thinksales.co.za ThinkSales is a registered trademark of ThinkSales Corporation (Pty) Ltd. ThinkSales considers its sources reliable and verifies as much data as possible. However, reporting inaccuracies can occur, consequently readers using this information do so at their own risk. Each business opportunity and/or investment inherently contains certain risks. It is advised that prospective investors consult their attorney/s and/or financial advisor/s prior to…

2 min
the revenue growth disconnect

BOARDROOM CONVERSATIONS CEOs of companies are under tremendous pressure to increase revenues and profits. According to Bain & Company, the average Canadian business sets three-year revenue growth targets at more than twice the growth rate in its market and aims to grow profits twice as fast as revenues. The above scenario is probably not dissimilar to your company. Considering this pressure on companies to grow revenue at this rate, I find it surprising how often we sit in boardrooms where executives around the table lament the lack of skill of their sales force and their inability to articulate their organisation’s value proposition. THE MISSING PUZZLE PIECE What many smart, successful executives fail to acknowledge is the role their background played in their journey to the top of their organisation. Many hold a university degree and…

8 min
don’t let your inner fears limit your career

Even when the stakes of admitting their fears feel high, leaders are always more effective when they are candid and do the hard work to right-size their fears. STEPS TO MANAGE YOUR FEAR: 1. Acknowledge it 2. Interrogate the fear to better understand it 3. Choose a different course of action 4. Act on that choice to align it with your values Fear is a natural and universal human phenomenon, affecting top executives as much as anyone else. The majority of management literature is focused on helping leaders conquer their fears. The problem is that stifling fear doesn’t make it go away. In fact, failing to address it can lead to highly unproductive and dysfunctional behaviours. Through our firm’s work with thousands of executives over 30 years, we have come to believe that unrecognised or unacknowledged core…

2 min
aggregate tasks & build momentum

If you want to get more done, aggregate your work, and focus on one task so that you can build momentum. LIKE WORK If you need to make cold calls, doing all the research at once is more effective than doing that same research between calls. By aggregating that work, you focus on a certain type of work, the work of seeking answers to questions you ask yourself before you make a call. Then, you aggregate your calls. By making all your calls together, you get more work done faster. You might also aggregate work like email and voicemail. You can keep your inbox shut for hours, open it long enough to respond to anything urgent (which is more rare than you might believe), and then save the emails that don’t require an…

5 min
end-of-quarter sales rush costs companies money

Teams must be educated on the full impact of their end-of-the-period behaviours. Sales leaders will need to create action plans and compensation schemes that reward appropriate, long-term behaviour. Ask any organisation what’s happening in the sales department on the last few days of the month and the entire last week of any fiscal quarter. You’ll probably get an uncomfortable laugh and a shake of the head. SALES TEAMS ARE CLOSING DEALS, AT ALL COSTS The market is pushing companies to hit incredibly high numbers, quarter-after-quarter and month-after-month. To comply, firms turn up the pressure tactics and close last-minute deals in unnatural ways. Data shows that sales reps give better terms to customers who wait until the last minute – with both sides knowing they can rely on dropped prices and a sure closing,…