Your sales team is your first line of defence against late payments

The phrase Payment Due written in black text on a yellow sticky note posted to a calendar page as a reminder. Close up of a personal agenda, top view.

Most businesses we know have a little celebratory dance they keep for days when a big order comes in. Few think about the possibility of late payments. Quite rightly. It’s a time to stop and reflect on all the hard work you’ve put in and the value you add to customers. So some people are…

From cradle to grave. Supporting talented sales professionals at every stage of their career.

Climbing the sales professional career ladder can be both exciting and daunting. Read about the journey and potential obstacles.

Crush sales slumps: Accelerate growth in a flat market

A graph showing increasing sales in a flat market

So many people are reporting to us that sales are slow at the moment. It feels like we are in a flat market. Not necessarily bad sales figures, just endless delays in getting to a Yes. “I sent over a quote last month and I’ve heard nothing” “The decision is stuck with an internal committee”…

Agile vs Chaotic Leadership: Navigating the fine line between adaptability and disorder

Building teams through psychometric profiling

In today’s rapidly changing business environment, leaders are increasingly expected to be agile. But agility, when misunderstood or misapplied, can easily drift into chaos. We see this a lot when running Emergenetics® workshops. One of the criteria that Emergenetics measures is Flexibility. You can see in many workplaces this has become a loaded word: Job…

Will AI replace sales people?

That’s the sort of lazy headline AI would write isn’t it! Clickbait that’s intended to provoke. Take out “sales people” and you could insert any other profession to attract a different group of scrollers: You get the picture. Returning to the headline: Why does it need to be binary? Video didn’t kill the radio star,…

What’s it like to be part of a winning sales culture?

This is Sales Untangled Co-Founder, Martin’s story on sales cultures… “It was the early 90s and the afternoon sun was beating down as I floated on my back in the hotel pool. I vividly remember looking up at the neon hotel sign and thinking: Wow! How did a boy from East Hull end up here:…

Does every business need a sales pipeline?

Part of our Sales Untangled promise is to make business simple. So whenever this question gets asked we’re always willing to listen to why the questioner thinks their business can manage without one. [Note: This is a topic where terminology varies. For the purpose of this article we’re using the terms sales funnel and sales…

5 questions to answer before employing a Sales Mentor

Most business owners are not sales experts. AND most business owners will never pay for sales advice or a Sales Mentor. Is this the most damaging equation in your business today? The first part of the equation is perfectly understandable. When people leave education their career usually introduces them to something they are good at…

Five ways to motivate a sales team in 2024

Every business wants a motivated sales team but what makes this even more important in 2024? Three things stand out as being unusual in the coming year: You might argue good sales people shouldn’t need motivating, so let’s start there. Remove the piss-off factors Really this shouldn’t need writing, but the reality in many sales…

7 tips for successful sales pitches

When it comes to successful sales pitches, there are some components that should show up every time. You need confidence and enthusiasm. You need to know what your message is and who your audience is. And you need to look the part and have the right tools or materials to convince the listener. For this…

What are the benefits of a part-time Sales Director?

Many growing businesses don’t consider the advantages of hiring a part-time Sales Director. Business owners think of employing a Sales Director as a binary decision: when we’re big enough I can employ a Sales Director. Until then I’ll manage without. The problem is, this is not how your customers behave. As your business grows there’ll…

Three steps guaranteed to boost sales team effectiveness

If you’re really short on time, the ways to boost sales team effectiveness can probably be summarised in three words: Direction, leadership and skills. Business owners often stress about recruiting the right sales person – then spend more time worrying about whether they’ve done the right thing. Yet in our experience the biggest determining factor…