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Episodes
Welcome to the Good Selling Radio. Podcasts for sales professionals looking for peak performance. GSR shares ways to make new and existing customer relationships easier, more effective, and more enjoyable. In a changing and busy sales world, take some time to stop for a moment and reflect, reframe and refocus.
Episodes
Apr 13, 2021
Apr 13, 2021
6 min
TRUST: Part 5 of a 9 part series on Strategic Account Management
Key Takeaways -
- Trust is changing and the old rules don't apply
- Trust is not random. It is a manageable process
- Trust can be accelerated if you say and do the right things
Apr 13, 2021
Apr 13, 2021
7 min
STRUCTURES FOR ACCOUNT MANAGEMENT: Part 4 of a 9 part series on Strategic Account Management
Key Takeaways:
- Customer-centric structures
- Working the matrix
- Options that work
Apr 13, 2021
Apr 13, 2021
7 min
SEGMENTATION: Part 3 of a 9 part series on Strategic Account Management
Key Takeaways:
- A clear, agreed set of selection criteria
- Understand our significance to our strategic accounts
- Differentiate your offer to strategic and standard accounts
Apr 13, 2021
Apr 13, 2021
3 min
THE CUSTOMER GYROSCOPE: Part 2 of a 9 part series on Strategic Account Management
Key Takeaways:
- Centred on the customer
- Active customer contact
- Strong strategies and structures
- Effective tools and processes
- Energising leadership
Apr 13, 2021
Apr 13, 2021
5 min
INTRODUCTION: Part 1 of a 9 part series on Strategic Account Management
Key Takeaways -
- Principles
- Potential
- Problems
Apr 2, 2021
Apr 2, 2021
18 min
OVERVIEW
In this 18-minute episode Jon Clark Director of Sales Compensation at Saleslevers talks with Richard Higham about how to reward sales to help achieve the business’ goals. Part 1 looked at the ways sales compensation interacts with sales strategies and structure.Here he focuses on process, practice and principles.
KEY TAKEAWAYS:
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Diagnose first – examine the current plan. Is it fit for purpose in a changing world?
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Formulate a plan that takes into account the business’ goals, strategies and constraints.
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Develop the plan – stress test to avoid unintended consequences.
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Reinforce the plan with effective communication.
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Recalibrate – measure the impact and refine the plan for the coming period.
BEST MOMENTS:
“We need to look at the critical design principles. Does the comp plan reflect what you’re asking people to deliver? Is it simple enough for them to understand? Does it differentiate between high and medium performers?
“Explain the plan very clearly and transparently to the salesforce how this is going to work in different scenarios and why they should embrace it. So... communicate, communicate, communicate.”
RESOURCES:
To discuss any of the sales compensation issues raised in this podcast please contact jon.clark@saleslevers.com
Jon will also be pleased to send you a quick sales compensation self-assessment tool.
ABOUT THE HOST
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GSR host, Richard Higham writes, speaks, consults, coaches and trains on sales performance in a changing world. He serves as Managing Director of SalesLevers and as part of the leadership team of Gyroscope International.
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sayhello@salesfitnessgroup.co.uk
ABOUT THE GUEST
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Jon Clark brings together a clear understanding of sales performance and deep experience of the theories, techniques and technologies of effective compensation. After 12 years with Deloitte consulting in this space he has advised and implemented sales compensation programmes across markets and sectors with business ranging from multibillion pi=und multi-nationals to high-growth scaling SMEs.
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Apr 2, 2021
Apr 2, 2021
32 min
OVERVIEW
In this 30-minute episode Jon Clark Director of Sales Compensation at Saleslevers talks with Richard Higham about how to reward sales to help achieve the business’ goals. Part 1 looks at the ways sales compensation interacts with sales strategies and structure. In Part 2 he focuses on process, practice and principles.
KEY TAKEAWAYS:
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Sales strategies and sales compensation in a changing world.
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Sales compensation in growing companies.
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Incentivising the right behaviours in individuals, teams and businesses.
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Sales compensation and organisational change.
BEST MOMENTS:
“Our observation is that on the one hand there are quite a lot of people who say they understand sales strategy and can contribute to that, but they don’t deeply understand t the intensities of compensation, and then there are compensation specialists who don’t always understand the idiosyncrasies of sales. Jon is unusual in that he brings those two things together.”
“There’s a three-legged stool where incentives, quotas and territories are all part of the picture.”
RESOURCES:
To discuss any of the sales compensation issues raised in this podcast please contact jon.clark@saleslevers.com
Jon will also be pleased to send you a quick sales compensation self-assessment tool.
ABOUT THE HOST
|
|
GSR host, Richard Higham writes, speaks, consults, coaches and trains on sales performance in a changing world. He serves as Managing Director of SalesLevers and as part of the leadership team of Gyroscope International.
|
sayhello@salesfitnessgroup.co.uk
ABOUT THE GUEST
|
|
Jon Clark brings together a clear understanding of sales performance and deep experience of the theories, techniques and technologies of effective compensation. After 12 years with Deloitte consulting in this space he has advised and implemented sales compensation programmes across markets and sectors with business ranging from multibillion pi=und multi-nationals to high-growth scaling SMEs.
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Mar 25, 2021
Mar 25, 2021
21 min
OVERVIEW
In this episode we introduce the Good Selling Radio podcast series, where we are going and why we are taking the journey. Take the opportunity to reflect, reframe and refocus on the dynamic world of sales and relationship management.
KEY TAKEAWAYS:
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Why does good selling do good?
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What does a changing sales world really mean?
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What are the “critical few” of sustained sales success?
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What does it mean to be a “reflective practitioner” in sales?
BEST MOMENTS:
"They say that if you keep doing what you’ve always done you’ll keep getting what you’ve always got. ”In a rapidly changing sales world the old adage is no longer true:. Instead it’s a case of: “If you keep doing what you’ve always done you’ll stop getting what you’ve always got”!
"It’s all about focus. What are the “critical few” things that ensure sustained sales success?”
ABOUT THE HOST
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A changing sales world needs people who can rethink and implement sales performance. Richard Higham writes, speaks, consults, trains and coaches on winning, growing and keeping customers. For 30 years he has been winning and leading sales performance projects around the world in sectors ranging from banking and insurance, through professional services to manufacturing and technology.
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sayhello@salesfitnessgroup.co.uk
www.gyroscopeinternational.com