“Dedicated to the Exponential Growth & Success of SME’s – Spend a day Immersed in Leading Edge Growth Strategies with World Leading Entrepreneurs!!!”

Thursday 1st July – Madejski Stadium, Reading, Berkshire

Hey readers, I thought that you might be interested in this event that I am speaking at. If you read on to the end you will see how to book and please note that there is a code that will get you a discount as you have been referred by me so make sure that you use this…

From BBC’s Dragon’s Den, see Doug Richard live on stage! Sharing “The Mistakes Behind The Scenes: How to succeed when you don’t know what you’re doing!”  Making a business go from “Potential to Exponential” Don’t Miss it! See Sahar Hashemi – Co-founder of Coffee Republic Live on Stage Sharing “Switched on” – How to keep the entrepreneurial spirit as you grow!

Joining Doug & Sahar on main stage are: Leading expert in Explosive Sales performance – Gavin Ingham & Reputation, Networking & Referrals Expert – Rob Brown. Gavin Ingham will be sharing his Sales Explosion Secrets Live on main stage and Rob Brown will be sharing his knowledge on “How to Build Your Reputation” – The secret of becoming a “Go To” choice in a crowded marketplace.

And that’s just for starters…

We are running exclusive hard hitting interactive workshops in the main hall all afternoon, all featuring the most current topics that leaders, business owners & entrepreneurs face when addressing & planning for business growth.

Come and spend an explosive, business changing day in the company of 100’s of other SME’s and immerse yourself in today’s most powerful business growth techniques & strategies with world leading enterpreneurs. Our experts will show you how to drive your sales and business forward, against all odds and thrive!

Covering all the essential elements for business success from Sales Explosion Secrets, Breakthrough Marketing Techniques, Motivational Leadership, Streamlining Strategies for rapid profit acceleration to “The Entrepreneurial Mindset” that will change your business life!

Quite simply this is a must attend event for anyone serious about increasing their sales & growing their business…

We look forward to welcoming you at the event.

Book now to secure your place and don’t forget to use my special discount code “GAVIN30″.

Win! Win! Win!

Book now and win the chance to dine with Sahar and Doug and our keynote speakers on the day (that’s me by the way… ). Every ticket purchased will be entered in to a prize draw to win the chance to dine with our Special Guests on the day in the exclusive Glass Boardroom. The winner will be announced the week prior to the event!.

Off the main stage our delegates will be treated to 8 exclusive hard hitting interactive workshops in the main hall all afternoon, all featuring the most current topics, Leaders/Business Owners/Entrepreneurs face when addressing/planning for business growth.

Choose from…

1. “Business Turnaround”. The complete “how-to” workshop.
2. “How To Get An Extra 60 Minutes Out Of Your Already Hectic Day”. You can find another hour in your busy day and this workshop will transform the way you look at your time and what you do with it.
3. “Secret Of Successful Networking”. The right strategy, the right events, the right execution, the right conversations, the right people, the right results.
4. “Who’s Afraid of the Big Bad Jourmailst?” How to harness the power of the press to raise your business profile.

And then at 400pm you can choose from…

1. “The Influential Presenter”. The insider secrets of presenting with power (this one’s with me so highly recommended!)
2. “Cyberpsychology”. The answers to gaining huge profit increases using social median in “the right way”.
3. “The Right Brand”. Show the world you mean business by using the simplest of marketing messages in the most powerful of ways.
4. “The Flip Top Head Phenomenon.” Get inside the heads of your leadership teams and build a powerful business using psychometric profiling for serious results.

Book now to secure your place and don’t forget to use my special discount code “GAVIN30″.

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ISSUED 12 NOVEMBER 2009

RECRUITMENT JUICE LTD PROUD TO ANNOUNCE THE FIRST EVER ‘JUICE LIVE’ EVENT “BOOST YOUR NEW BUINESS DRIVE” SEMINAR.

Recruitment Juice Ltd, leading supplier of innovative DVD training programs to the recruitment industry, is building on their success with the addition to their product portfolio of their first live seminar event.

The event, which will take place on Tuesday 12th January 2010 in central London, will be presented by Roy Ripper, host of their DVD programs and will focus purely on transforming the way recruiters approach new clients and generate more business – a topic close to many recruiters’ hearts working in today’s market.

“We hope the event will offer a great opportunity for recruiters to network, learn new strategies and techniques and get a massive motivational boost for their new business drive in the New Year. The seminar will be really high-impact and full of energy as we want the delegates rushing back to their desks desperate to use their newly learned skills and get started on new business!” said Roy.

Presenting alongside Roy, will be author and sales motivational speaker Gavin Ingham, who has been well known for over ten years for his inspirational and compelling approach to sales training.

Matt Trott, Director of Recruitment Juice commented, “We are extremely excited to have secured Gavin’s involvement in this event as we know he will bring something truly unique to the program. We are also very proud to have Dan McGuire, Managing Director of Broadbean Technology, hosting the welcome address and delivering some of his entrepreneurial flair to the delegates as he did when he appeared as an ‘expert’ in our second DVD series.”

For full agenda details and further information on the event visit Recruitment Juice Live or call 08700 677 567. The event is proudly sponsored by JobShop HQ, Broadbean Technology and media partner, UK Recruiter.

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• An impressive 31% of sales professionals are currently over target (28% of respondents were non-targeted) and despite what the media states only 4 in 10 sales professionals are either ‘on target’ or ‘below target’.
• Getting clients to make decisions, cold calling and sales admin/paperwork were cited as the 3 most difficult aspects of selling in 2009. (This would explain why my most popular training programmes this year are my cold calling, face to face selling and sales mindset programmes.)
• The two biggest motivators to keep sales staff (or what they’d look for in a new job) were i) opportunities for progression/career development, and ii) Their employer’s products, reputation and competitive edge.
• ‘Aggressive and Dictatorial’ were the most popular words to describe their line manager’s style though this was thankfully followed by ‘Supportive and Empowering’.
• 58% felt they did not receive enough training in their role and 36% had not received a single day of training in the last 12 months.
• The majority, 64%, would prefer the opportunity to earn £10,000 in commission than receive a straightforward £5,000 basic salary increase.
• Half would not accept a 50% pay rise if it would severely impact on their ‘work-life’ balance.
• ‘Better management and direction’ was cited as the biggest way to make a salesperson more successful (2nd was ‘Increased Marketing’, 3rd ‘Better Work/Life Balance’ and 4th ‘Training’).
• 96% of the respondents enjoy working in sales. Of the remaining 4% only 1 in 10 had planned to embark on a career in sales.
• A whopping 72% judged their career to date to be ‘7 out of 10’ or more.
• The way that the respondents personally measured success was i) ‘being respected by friends, boss and peers’ followed by ii) ‘loving relationships’ and iii) ‘peace of mind’. Status and material wealth was deemed as the major success measure by just 13% of the sales professionals surveyed.
• 70% of those that were unemployed had been recently made redundant.
• Only 11% of those in employment felt that their employer was dealing well with the financial crisis.
• Over 4 in 10 of the female respondents were Sales Managers, Sales Directors and Managing Directors, almost a two fold increase on 2007’s results. However all respondents that earned over £100K in the last 12 months were male.
• 53% had been 100% honest in every interview they have attended throughout their career.
• 44% were educated to HND or higher.
• Despite the economic situation 52% were given an increase on their 2009 targets.
• 56% of respondents felt that sales was the most influential department/division of their business.
• 65% felt that they could perform their line manager’s role more effectively than them (84% of these were male!) even though more than 8 out of 10 described their relationship with their boss as average or better!
• Surprisingly three quarters of respondents did not feel that an increase in green initiatives by their employer would have any positive increase on sales.
• More than 8 out of 10 of respondents considered themselves to regularly work under stress levels of medium or higher.
• 79% of respondents typically worked in excess of 40 hours per week with a third of the total working in excess of 50 hours.

Want to read more? Check out the full Sales Survey 2009.

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This month’s sales training article from me is my No Fear Cold Calling sales training tips and is feature alongside…

• Survival of the Fittest by Steve Smith
• Stop Chasing Your Tail & Get Real Results by Lorraine Pirrihi
• No Fear Cold Calling by Gavin Ingham
• Bestseller Business Books
• Hairdresser Gives Free Hair Cuts in Pub, What Are You Doing? By John Stanley
• Competitor Annihilation – Nelson Style by Philip Foster
• A Marketer’s Dream by Barry Urquhart
• Emotional Intelligence by Martin Pollins
• Six Steps to Improve Your Sales Results by Bryan McCrae
• All About a Bit of Give & Take by Andy Bounds
• 6 Ways to Cut Costs

Follow this link to read the full Beter Business Focus magazine.

Better Business

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• The Sales Director’s New Clothes by Mark Savinson
• 1o Ways to Manage Cashflow
• Reach for the Sky by Andrew Griffiths
• Quality Recruiting by John Salisbury
• Cookie Perks… A Way to Build Your Customer Service by John Stanley
• Bestseller Business Books
• Success Tips for Small Businesses by Lorraine Pirhi
• Keeping the Business by Steve Newman
• Simples Sales Tip Ever? by sales motivational speaker Gavin Ingham
• Who Do You Think You Are by Ken Buist
• Measuring Customer Satisfaction by Martin Pollins

To read all of these great sales training and business success articles click here to open the magazine.

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We are aiming to get responses from over 1000 sales professionals thus giving us a true and accurate snapshot of what it is really like to work in sales in 2009. The survey is being widely promoted in the media and I will be publishing the results and anything that we can learn or use from them. This research will also be featuring in the autumn / winter edition of the ISMM’s Winning Edge magazine.

The results will provide the data for the report ‘The State of the UK Sales Industry, 2009’ and is applicable to anyone in a sales led role. The survey is totally anonymous and the the results will be made available free of charge to download to everyone that takes part and will be published on GavinIngham.com, 2009 Sales Survey and also www.aaronwallis.co.uk.

The survey consists of just over 60 questions and will take around ten to twelve minutes to complete. The questions are designed to be a mixture of work related and life related questions. We hope that you enjoy completing it.

To get you thinking, here are some interesting results from the 2007 survey…

• Almost 50% of respondents said they’d lied at interview, mostly about why they left their last job and about their salary.
• Only 23% of female respondents were in senior management jobs compared to 46% of men.
• 54% of female respondents earned over £25k. 81% of male respondents earned over 25k.
• 32% of respondents said they’d had no training in the previous year.
• The number one top priority in any new job was the opportunity to grow and develop.
• Female respondents were twice as likely to be satisfied with their career/job.
• 43% didn’t take their full holiday entitlement.
• Being respected was the single biggest driver for all respondents – far more than money.
• 60% thought they could do their boss’s job better!

Why not have your say in the 2009 survey now? I’ve already had mine! As a ‘thank you’ for completing the survey you have the opportunity to win an ‘ultimate experience’. This is a choice of over 100 experiences ranging from a 30 minute ‘Tiger Moth’ flight to an overnight golf break for two to a racing experience in a Lamborghini.

You can take the 2009 Sales Survey here now and you can rest assured that I will be using the outputs to ensure that my sales training programmes, sales seminars and sales products stay ahead of the game and keep giving you the motivation and the strategies that you require to keep on selling with passion.

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To read this issue click here now. Featured in this month’s issue are…

• Game of chance by Bob Apollo. Tips and tricks for practive pipeline management. Article for sales directors, CFOs and finance directors.
• Coming over clearly by Amanda Vickers. How to make the right first impression. Article for sales directors, sales managers and salespeople.
• CSR or so what? by Graeme Crossy. How to use CSR to open doors for your business. Article for entrepreneurs, business owners and managers.
• Entreprenurial tips by Theo Paphitis. 5 tips to help you to improve your business. Article for entrepreneurs and business owners.
• How the Bowen technique can help yourposture and increase your productivity at work by Jo Lunn. How to correct your posture and feel more confident and positive. Article for everyone.
• Your slip is showing by Barry Urquhart. How to be different and to maintain your standards. Article for business owners, managers and retailers.
• Time to manage by John Niland. Time management and finance tips for consultants and business owners.
• Successful selling lying on your back by Gavin Ingham. Tips for improving your sales skills. Article for salespeople, sales managers, sales directors and business owners.
• 10 strategies to ensure that your marketing is a success by Chris Cardell. Tips on how to market your business more effectively. Article for marketing personnel, business owners, entrepreneurs and managers.

To read this issue click here now.

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Should companies be investing in sales training during a recession?

Without a doubt sales trainers agree that the recession makes sales training, more not less important. Gavin Ingham of Gavin Ingham Training asks the question: “The development of the sales team is critical in any market, Is it more important or less important today?”

As Mark Jacobs, Director at Mdina Sales Training puts it: “There are very few companies with a unique product, so there is always a second supplier, therefore the salesman could be the key differentiator between the companies.”

What approaches to sales training are currently popular?

For Tony Bulleid at ProAct Business Development the focus is very much on the buyers themselves and the motivating factors to buy. He explains:”50% of a decision to sell depends upon the buyer’s motivation to ‘do something’, 40% depends on whether that person has confidence that you and your company can deliver a solution, and the remaining 10% is around product and price.”

He continues, “Traditionally sales people have spent most of their efforts around that 10%, however, if we can truly understand the customer’s situation and articulate how doing nothing actually weakens the potential for him or his company to grow, we may be able to influence his or her motivation to change”.

In regards to sales direction, Bulleid comments that in over 25 years in B2B sales he has seen how for every five days of formal technical or product training salespeople are lucky to have half a day on how to sell. This despite the fact that the product accounts for only 10% of the decision to buy.

And what new techniques are sales trainers using?

ProAct BD is also pushing the boundaries by creating a sales simulation, taking the need for senior management buy-in to the highest level. ProAct BD creates a sales simulation environment that allows the management to act as buyers and create simulated scenarios for the sales team. This can range from cold calling into the company, arranging meetings with all the different stakeholders (played by the management team), to presenting the solution, leaving voicemails and even allowing a 90 second ‘elevator pitch’ simulating a conversation with a stakeholder in the elevator on the way out of the building.

This idea is popular with the sales team as well as the management team who can see their staff in action. It also creates a real life scenario that allows all parties to understand the sales cycle, and to ensure all parts of the cycle are addressed, analysed and improved as part of the training course, “It’s like having a full practice round of golf rather than being at the driving range,” states Bulleid.

Gavin Ingham describes the importance of contextualisation, “the material needs to be addressing real problems and real needs that sales professionals need solving… the material creates the environment to make the session sing for the trainee’s”

Shelley Gallagher, Head of Training at Pareto Law, talks about using ‘live training’ as a training method: “Trainees come back from a training session with added skills as well as having made appointments or developed leads,” she says. ”It allows the trainer to give immediate feedback in a real environment as a method of testing and implementing theories. This is not common in the world of training but is something Pareto Law has always done.”

How can companies build a strong relationship with their sales training providers?

Sales training companies believe that genuine ROI only comes from a prolonged relationship. Ingham talks about how sales training courses are better designed and have better impact when the goals of the organisation are understood from the top down and the course is representative and apparent to these goals.

He says: “It’s imperative to have understood the desired outcomes of the company before designing a training course. Preparation should always involve consulting with management about what they want to get out of the training, what problems is it going to solve, and how does it tie into their own aspirations”.

Gallagher agrees with Ingham’s views. “You need to understand what or who is influencing and driving the programme forward and what they are looking to achieve, before designing the solution,” she says.

How can a buyer know whether or not a training programme is working?

Jacobs at Mdina describes a process where key performance indicators are agreed before the training course and are then tracked through an online system called DART. He explains: “DART structures and organises reviews and actions between managers and their teams. This means that we are not only able to monitor the sales professional but also ensure that sales management is following up with the individual as well”.

These online progress reports can be viewed by business owners to ensure that the skills learnt are being put into practice and the management team is continually evaluating the implementation across the sales team.

At Pareto, Gallagher also talks about the wide range of different reporting options that are discussed before the training course to ensure outcomes are understood. She says that Pareto uses learning contracts to ensure implementation and evaluation workshops take place after training.

What sort of return should be expected on investment in sales training?

So what sort of ROI should sales management see from its training budget? Jacobs boldly suggests “You should be looking at ten times the investment level for training.” Again the KPI’s need to be agreed on, but the thought of turning 100,000 of sales into one million through this investment should certainly appeal.

Sales managers and directors would agree that the notion of investing in their staff is a necessary part of their sales strategy, but the most important part of this investment is to ensure skills are transferred into the day to day routine of the team. It’s massively encouraging to see that the sales training industry is looking at new innovative methods and arrangements to help build confidence in the investment, and genuinely change and influence the sales environment.

How strong is the UK’s sales profession at the moment?

Interacting on a daily basis with so many sales professionals allows the sales trainer to see the quality of our profession. So what is the quality like? Bulleid comments that the quality is good, but there are still basic mistakes that are always worth improving on. He outlines what these are: “Engaging too late in the buying process, companies focusing on product training, sales people reverting to product specifications with little regard for customers’ real needs.”

Gavin Ingham talks very frankly around some sales professionals who may rest on their laurels: “They say they have twenty years experience, but have one year repeated twenty times over. Sales professionals need to keep learning, to keep looking for new ways to progress and be better, not just look to management as the instigator of improvement.”

Gallagher comments: “A common aspect of today’s selling is the comfort zone of account management. We need to encourage people to seek out new business. We need to introduce skills that complement and can help account management performance.” She also mentions the age-old problems of making too many assumptions and getting complacent with the sales process, backing Bulleid’s comments of needing to understand the business of the buyer.
Gavin Ingham describes the current environment as being key to the improvement of quality sales professionals: “In the current market many of the hangers-on will be washed away, leaving the best staff.” He concludes: “Like any other resource or capital, the sales professional needs to be showing genuine added value to the organisation.”

Copyright Ben Turner, TheSalesPro

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