Mercer Asia’s Post

Korn Ferry surveyed 282 sales leaders from 32 countries across 12 industries to find how top sales teams differentiate from competition! Here are the insights

Every journey starts with a single step..and here it is. #salesmanagmentinstitute #salesfoundation

There are 33 closing days until the end of the FY for most sales teams in Australia. There are 3 types of sales leaders right now. 1. I have made my team number and we are in bonus time. The biggest challenge is “what do I keep for next year while maximising bonuses and commissions for the team this year?”. I hope this is you! 2. I will make my team number but I need a few key deals to close. The total focus is on closing those deals. If you are not in category 1, I hope you are in this group. 3. I am not going to make it. Do I push as hard as possible to get as close as possible, or do I keep it all for next year. I hope this is NOT you. Does the CEO/Owner and CFO know where you are at? How are you going to address your key challenges whichever category you are in? If you are in category 2, here are some questions for you to ponder: 1. What is the customer’s process from now to contract signature? Who is involved and when? 2. What happens if they do nothing and let it slip until next year? Is there an impact on their business? 3. Are you across their business case? What is unique about our solution that means they have to select us to get those outcomes? 4. Is there budget to spend on this? Or is this process to get budget and then we need to get further approval to spend that budget? This is the process from contract signature to cash in the bank. If you are in category 3, our proven sales framework will ensure you are not in the same place next year (95% success rate over the last 5 years). #founders #salesleadership #salesframework #pamice

Discover more insights on effective sales compensation strategies and cultivating a high-performance sales culture in our latest blog post! Learn how to motivate and retain top sales talent with expert guidance from the Van Holland Sales experienced team🚀. Read more on our blog now: https://lnkd.in/eZd2ZXy7 #VanhollandGroup #SalesStrategy #SalesCompensation #BusinessSuccess

With great pride, we share today the amazing journey of Gutmann Sales Management under the visionary leadership of Engineer Sami Natsheh and our stellar core team members Samer Ezzeddine, John Makss Elias & Eskindar Hamawi. 🌟 At the heart of our success lies a robust sales strategy meticulously crafted to navigate dynamic markets. Engineer Sami Natsheh's guidance has been instrumental in steering us towards innovation and efficiency. Our emphasis on cultivating strong customer relationships has not only built trust but also fueled our growth. In the field of market development, Gutmann Sales Management has been pioneering new frontiers. We've strategically positioned ourselves to adapt to evolving market demands, ensuring relevance and resilience. The results speak for themselves, with a notable expansion of our footprint across GCC States. Diversification of trade channels has been a key focus area, fostering agility and adaptability in our operations. This strategic move has not only mitigated risks but also opened doors to new opportunities, driving sustained success. A point of pride for us is the unwavering support we provide to developers, investors, and contractors businesses. Our commitment extends beyond transactions; it's about fostering long-term partnerships. This approach has yielded success stories across GCC States and beyond, showcasing our dedication to creating value for all stakeholders. As we celebrate our achievements in the GCC States, we are excited about the larger scope our endeavors are taking across the continent. The journey ahead is promising, filled with possibilities, and we are ready to embrace the challenges. Here's to Gutmann Sales Management's continuous growth, fueled by innovation, strategic partnerships, and a commitment to excellence. Together, we're shaping a future where success knows no boundaries.. #SalesManagement #Leadership #TeamExcellence #MarketExpansion #Strategy #Motivation #facadeengineering #architecture #engineering #construction #building #urbanplanning

Are you prepared for year end? Have you made your number yet, or will you make it, or are you no chance? Some tips from Paul Sargeant if you haven't yet got there and are relying on a couple of key deals to drop. #founders #salesframework #pamice https://lnkd.in/g26fF5mD

Are you rewarding the right behaviours? 🤔 A fascinating discussion with a client this week on the unintended consequences of rewarding poor behaviour in sales. We've all been there..... End of quarter and you finally close the 'must win deal'. The deal is done, the congratulations and champagne are flowing. We got the business and quotas (hopefully) have been achieved. But at what cost? In the midst of celebrations, it can be easy to forget the huge discounts given, the implementation risks we face, and the functionality that's not quite there. Do you ever reflect on whether this is good or bad business? Rather than purely focusing on the revenue achieved, reward the behaviour you want.... ➡ A project in your sweet spot ➡ Low or no discounts ➡ The deal closed when it was forecast What are the behaviours you think should be rewarded? 🤔 #thymebc #thymetoassess #womeninsales #salesleadership #salesenablement

Just finished the course “Field Sales Management” by Dean Karrel!  #fieldsalesmanagement.

Deep Sales secrets from the East: How MNC’s can unlock growth in new markets with Marriott International’s blueprint! Excited to share our newest episode from LinkedIn Sales Solutions Take the Lead executive series, titled "Winning in New Frontiers." The Asia-Pacific region is home to 60% of the world’s population and accounts for 54% of global GDP. It is rapidly growing, offering immense opportunities for businesses looking to international expansion.  For LinkedIn’s global community, it is our fastest-growing region with over 286M+ members, with Gen Z and Millennials steering this growth. Rajeev Menon, as Marriott International’s President for APAC (excluding China), has been at the forefront of this growth for over 20 years. In this episode, drawing from Raj’s extensive experience and Marriott International’s approach to unlocking growth in new markets, we dive into key lessons relevant for B2B revenue leaders looking to expand into APAC. 1. Think Global, Act Local: Achieve bottom-up innovation with hyperlocalization.  What works in the West may not work in the East. Why mastering local nuances could be your organisation's strongest asset to building an agile and resilient organisation. What this means for B2B revenue leaders: In a similar way Marriott relied on its local teams to tailor their response according to how each market reacted to Covid-19, B2B sellers can leverage hidden allies to find paths into new accounts, benefit from warm introductions, and walk into a meeting with a better understanding of the customer.  2. Leverage technology to quickly access valuable insights, allowing more time to deepen relationships: Across industries, the B2B buying landscape is constantly changing - transitioning to services and experiences mindset can set you apart in a crowded marketplace. What this means for B2B revenue leaders: Long-term relationships with buyers lead to revenue, again and again. But what makes for a trusted relationship can vary by market. Deep sellers use sales intelligence tools to understand local nuances and tailor their outreach to engage buyers the way they want to be engaged. 3. A Human-centred Approach to Sales and Customer Service with AI/Gen AI: Being insights-driven and leveraging technology to put customers and people at the heart of your expansion strategy can accelerate your success in new markets. On delivering exceptional customer experiences. Marriott, as an early adopter of technological innovations, uses these tools to take over routine tasks. This frees up time for its Customer Engagement Centres to focus on building meaningful connections with customers.  Join us for this insightful conversation via this link. https://lnkd.in/TTLExecMarriott Or read the full article here https://lnkd.in/TTLExecMarriottBlog Thank you Rajeev (Raj), Kiran, Melissa, Navin, Michele, Su-Ren for making this episode possible. 🥂 June, Tim, Abhai, Ivan, Alyssa, Vidya, Gail #Deepsales #B2Bstrategy #GTM

A proud day for the Stanley family as Rory Stanley received his gold #DukeofEdinburgh award at the Palace of Holyrood House on Friday. During the ceremony HRH the Duke of Edinburgh gave a great talk on the need for resilience, as young people progress through not only the DoE scheme, but importantly through life as they all make their various pathways. It struck a chord with me, as resilience in business has been front and centre for many of my clients over the past year. Sales dips are an inevitable part of sales and business development activities. They can be influenced by factors such as market changes, economic shifts, or individual challenges. During a sales dip you may find yourself facing more rejection than usual, experiencing a decline in sales or deals won, or struggling to meet your targets, even though you're meeting with new and existing customers regularly. This year more than most, I’ve spoken with clients old and new about overcoming dips by proactively building resilience into their businesses. It’ll come as no surprise that many of these have been in the Energy sector, however professional service companies have also had a turbulent time. Unfortunately there is no silver bullet and no one size fits all solution. However to build resilience into a sales and BD plan shouldn’t take long or be overly complicated. Usually that all important diagnostic lies very close to home. By building in resilience to the plan, whether facing market changes, economic shifts, or personal challenges, the ability to overcome downturns should be comfortable. If you’re interested to hear more about building resilience into sales and BD send me a dm. We can chat about the strategies required to overcome sales dips, from leveraging key accounts, building BD Accelerator plans, as well as targeted marketing campaigns & analytics-driven insights. Stick in. 😊 #Resilience