Sales Performance

Klozers Founder and Managing Director, Iain Swanston said “We are forecasting record growth for the mainland of Europe, mainly in the DACH and Benelux regions.  Our new Amersfoort, NL office and the appointment of Marc Smit as General Manager, represents our commitment to our existing clients in the region.  Marc has a great track record, not just in sales education, but also in Business Development, and we are looking forward to working with him.”

Smit brings over 17 years of experience in the sales training industry working at the highest level.  Most recently, Smit worked as Partner at the European Institute for Sales, and previously as a Sales Performance Consultant at Miller Heiman where he helped clients achieve significant sales growth and profitability.

In his new role Smit will be responsible for leading Klozers Global Accounts Team and developing Klozers Worldwide Partner Delivery Network.

“We are thrilled to have Marc join our team,” said Iain Swanston, CEO of Klozers.  “His extensive experience in sales training and his proven track record of success make him the ideal person to lead our new European operations.  We are confident that under Marc’s leadership, we will continue to grow, expand our business, and help our clients achieve even greater success. “

Smit is a highly respected sales training expert and consultant.  He is also a certified Miller Heiman Sales Performance Consultant and is passionate about helping sales professionals and sales teams improve their skills and achieve their goals. 

“I am excited to join Klozers and lead the company’s growth and expansion.“ said Smit.  “Klozers is a leader in the sales training industry, and I am committed to helping our clients achieve even greater success.  I look forward to working with our team to develop and implement new sales training programmes and solutions that meet the needs of our clients.

Start: Setting the Stage for Triumph –

Before we immerse ourselves in these sales kickoff themes, let’s decipher the essence of their significance. The art of choosing a theme lies in its power to elevate team spirits, engender unity, and steer your sales squadron toward realizing their objectives. It marks the inception of aligning your team’s endeavors with the overarching goals of your enterprise.

1. Theme 1: “Unleashing the Inner Dynamo”

   This theme is an expedition into the latent potential residing within your sales troupe. It beckons them to unearth their inherent strengths, surmount challenges, and tap into their latent capabilities. Facilitate workshops and motivational dialogues to kindle the flames of ambition within them.

2. Theme 2: “Expedition to Excellence”

   Sales, much like life, is a continuous odyssey rather than a static destination. This kickoff spotlights an unwavering pursuit of improvement and excellence. Share stories from your team of individuals who embarked at the very base and scaled the organisational peaks of through sheer dedication and hard work.

3. Theme 3: “Sales Olympics Extravaganza”

   Transform your kickoff into a spirited competition. Assemble teams, appoint captains, and bestow sales targets with the aura of “medals.” Recognize and reward the champions, rendering the event as exhilarating as the Olympic Games 😉 

4. Theme 4: “Masters of the Cosmic Market”

   Infuse a celestial dimension into your event, spotlighting the vast expanse of opportunities within the sales cosmos. Empower your team to think expansively, venture into uncharted territories, and metamorphose into the sovereigns of their sales galaxies. Think BAG – Big Ambitious Goals.

5. Theme 5: “Customer-Centric Champions”

   Shift the spotlight onto the customer. Remind your team that they are not just selling products, but are, in fact, problem solvers and fulfillers of needs. Foster a customer-centric approach in every sales interaction.

6. Theme 6: “Innovate, or Dissipate”

   Innovation stands as the linchpin to remaining at the vanguard of the sales arena. Challenge your team to traverse the realms of ingenuity, seek novel solutions, and adapt swiftly to the ever-evolving sales landscape.

7. Theme 7: “Rise and Shine: Morning Motivation”

   Start your kickoff with an invigorating morning session, replete with rituals, exercises, and motivational oratories to infuse your team with an electrifying surge for the day ahead.

8. Theme 8: “Sales Safari: Conquering New Horizons”

   Lead your team on an allegorical safari, exploring fresh markets and territories as if they were uncharted, exotic realms. Cultivate excitement regarding the journey of conquering these untrodden territories.

9. Theme 9: “Sales Superheroes Unite”

   Shine a light on the extraordinary capabilities that your sales cadre possesses. Analogize them to superheroes, emphasizing their ability to swoop in and save the day for their clientele.

10. Theme 10: “Dominating with Data”

    In the era of data analytics, unveil the potency of insights to your team. Harness data-driven strategies to amplify sales and educate them on the art of harnessing analytics for success.

11. Theme 11: “Harmonious Sales Symphony”

    Draw a parallel between the sales process and a symphony. Every member assumes a pivotal role, and collectively, they orchestrate a harmonious melody. The emphasis here is on teamwork and unity.

12. Theme 12: “Champions of Adaptability”

    Acknowledge the inevitability of change. Encourage your team to welcome change with open arms, adapt nimbly, and thrive amidst the dynamic sales world.

13. Theme 13: “Globetrotters of Sales”

    Accentuate the global dimension of sales. Spotlight success narratives from diverse corners of the globe, (does a globe have corners?) underscoring the immense opportunities presented by a global marketplace.

14. Theme 14: “Decoding the Success Formula”

    Unveil the clandestine ingredients of prosperity within your industry. Furnish insights and strategies that have consistently served as the harbinger of triumph.

15. Theme 15: “Future-Proofing Your Sales Journey”

    Bring your kickoff to a close by casting your gaze into the future. Engage in discussions about emerging trends and technologies, enlightening your team on how to stay ahead of the curve.

Conclusion: Transmuting Inspiration into Triumph

A successful and memorable sales kickoff event transcends the realm of motivation; it drives genuine behavioural change. Armed with the perfect theme, you have the potential to establish a stage for a year brimming with extraordinary sales accomplishments.

1. 1 in 8 Jobs are in Sales roles:  Sales is one of the largest sectors within employment, and the communication skills required for selling in the modern world, are equally important in other roles, outside of sales.

2. Graduates need Help: Finding and retaining employment is arguably more difficult then ever.  In addition, many Graduates are leaving University burdened with debt, and getting the first step on the wage ladder is hugely important.

3. Empowering the Workforce: At Klozers, we understand that educated, skilled graduates are the lifeblood of successful businesses. By imparting knowledge and expertise to navigate the sales landscape, we empower the workforce and contribute to the growth and prosperity of enterprises, both large and small.

4. Bridging the Skills Gap: In the rapidly evolving world of modern sales, staying relevant is paramount. We offer comprehensive modules covering vital topics such as Building your Sales Pipeline, Mastering Questioning Techniques, Overcoming Objections, and The Art of Closing, ensuring that graduates are equipped to thrive in today’s competitive marketplace.

5. Long-Term Careers: Our commitment to free education goes beyond the numbers; it’s about nurturing  graduates and supporting their skills development. By investing in the early stage growth of graduates, we can help them understand the benefits of a career in sales.  

6. Driving Economic Prosperity: Empowered graduates lead to thriving businesses, vibrant industries, and prosperous economies. Through our mission, we actively contribute to the economic prosperity of the business community and society at large.  This is our way of giving back.

Klozers Sales Training Simulation is designed to help businesses revolutionise the customer experience. Using proven business game techniques and expert facilitation, our simulation guides participants to discover and apply best-practice methods that have real-world application.

The simulation is a powerful catalyst for winning the hearts and minds across an organisation driving toward:

• Modernized customer experiences
• A unified customer-centric vision and culture
• Streamlined customer support and success models
• Increased customer retention and advocacy
• Good-fit customers with growth and success potential

Disc training is a valuable tool for everyone who is customer facing, whether they be in customer service or frontline sales. If like us you believe that people buy from people, you will understand that DISC is an effective way to help salespeople build relationships, gain rapport and sell more.

Disc training helps salespeople better understand themselves and others, so they can be more successful in their sales role. 

Our sales team training teaches people how to identify their own sales style, different personality types, and how to adjust their approach accordingly. With the right training, salespeople can gain powerful skills that will enable them to close deals and increase their overall sales performance.

Sales efficiency is simply measuring the ratio of the value gained from the costs of your sales team and the revenue they generate. The greater the ratio then the greater the return and the more effective the sales unit are.

In order to track and measure your sales efficiency you will need to be familiar with all the costs within your sales and marketing departments. Ideally you will have identified your cost per lead and your lifetime customer value.

These sales metrics may vary across products, departments and even salespeople and are the key to any sales improvement plan.

No CEO or Sales Director can be an expert in everything.  A proven sales consultant who is external to the business can bring different skills, experiences and perspective to your business.  The reality is that there is nothing that we bring that any CEO or VP of Sales could do themselves.  What we bring is speed – our teams knowledge and skills will fast forward your business quicker that you can do working on your own.  In addition to speed our team brings:

1. Our consultants bring expertise and experience in sales and marketing to our clients. They can provide valuable insights and guidance on a wide range of sales and marketing-related topics, and they can help you identify areas for improvement in your existing sales approach and to develop effective strategies to achieve real sales growth.

2. Working with our consultants, we help our clients improve their teams sales skills, productivity and sales performance resulting in real business growth. Our sales consultants will help you to identify and address bottlenecks in the sales process, and they can provide guidance on best practices and strategies to increase new sales enquiries and sales.

3. Klozers sales consulting services are flexible and scalable, which makes them suitable for companies of all sizes and in a variety of industries. Companies can work with us on a short-term or long-term basis, depending on their needs, and they can scale their support up or down as needed.

We serve as trusted advisors to CEOs and Sales Directors by supporting not just their sales team, but their sales operation as a whole.

Every business is unique so we would love to talk to you and learn more about your business.  Contact us now for a free and no obligation sales consultation.

90-day sales plans are important because they provide a clear, focused framework for sales reps to work towards specific goals and objectives over a defined period of time. A well-crafted 90-day sales plan can help the entire team to:

• Stay focused and organized: Sales is the easiest job in the world but the most difficult to be effective.  With so many distractions planning is an important part of sales success. By breaking down goals into specific tasks and assigning deadlines and priorities, a 90-day sales plan can help sales professionals to stay organized and focused, and ensure that they are making progress towards their goals.
• Track progress and make adjustments: Schedule weekly checkpoints to track progress, a 90-day sales plan can help sales professionals to identify areas of sales activities where they are falling behind, and need to make up the numbers to get back on track. In addition to sales activities the plan can help identify skills gaps where reps are doing the activity, but not getting the results. 
• Increase personal motivation and accountability: There is something comforting and reassuring about having a plan and then working the plan. By setting clear goals and tracking progress, a 90-day sales plan helps sales professionals to stay motivated and accountable, and feel more engaged in their work.
• Enhance communication and collaboration: Often times the sales leadership in a company are unsure of exactly what their direct reports are doing.  90 Day plans are a great way to ensure that sales reps are working on the right activities at the right time.  By working towards shared goals, your 90-day sales plan can help sales professionals to improve communication and collaboration with their sales leadership and colleagues in their team.

Overall, a 90-day sales plan is a valuable tool that can help sales reps to focus their efforts, track their progress, and stay motivated and accountable as they work towards specific goals and objectives.

Sales objections are concerns or reservations that potential customers may have about a product or service being offered. These objections may be related to price, value, quality, or any number of other factors, and they can make it difficult for sales professionals to close a sale.

Objections are a natural part of the sales process, and it is the job of the sales professional to address these objections and overcome them in order to move the sales process forward.

Some common sales objections include concerns about cost, lack of need or interest, and competitors’ offers.

Sales training can improve sales performance in several ways. First, it can help salespeople develop the skills and knowledge they need to be effective at their jobs. This can include sales training topics such as communication, relationship-building, negotiation, sales process, selling skills, and product knowledge. By developing these skills, salespeople can become more confident and effective at selling, which can improve their performance.

Sales training can also help salespeople stay up-to-date on the latest trends and best practices in the sales industry. This can help them use the most effective techniques and approaches to selling, which can improve their performance and help them close more deals.

In addition, sales training can help salespeople improve their time management and organization skills. This can help them stay focused and productive, which can lead to better performance and increased sales.

Overall, sales training can improve sales performance by helping salespeople develop the skills and knowledge they need to be effective, stay up-to-date on industry trends, and improve their time management and organization skills. By providing sales training, you can help your team become more confident and effective at selling, which can improve their performance and contribute to the overall success of your organization.

To train a B2B sales team, you will need to develop a comprehensive training program that covers the key skills and knowledge that team members need to succeed in their roles. Here are some steps you can follow to train a B2B sales team:

1.     Identify the specific training needs of the team by conducting a needs assessment. This can involve interviews with team members and managers, as well as analysis of sales data and performance metrics.

2.     Develop a training plan that covers the key skills and knowledge that team members need to develop, such as product knowledge, sales techniques, and customer service skills. The plan should also include specific goals and objectives for the training, as well as a timeline and budget.

3.     Choose a training delivery method that is suitable for the team and the material being covered. This can include in-person training sessions, online courses, or a combination of both.

4.     Use a variety of training techniques and activities to engage and motivate team members, such as lectures, case studies, role-playing, and group discussions.

5.     Evaluate the effectiveness of the training program through assessments, feedback, and performance metrics. Use this information to make improvements and adjustments to the training program as needed.

6.     Provide ongoing support and professional development opportunities for team members to help them continue to develop their skills and knowledge. This can include mentoring, coaching, and access to industry events and resources.

Your personal LinkedIn profile is like the landing page on a website. Not only does it showcase your personal brand, it acts to generate leads and new business for you. Your LinkedIn profile can be found by existing connections as well as potential clients, completing their due diligence before contacting you.

LinkedIn provides a handy wizard on sign up to help complete your professional profile. Be sure to go further than just adding your expertise and include details on your professional knowledge and interests.

Business development helps an organization grow by assisting with expanding and improving its sales, revenues, product offerings, talent, customer service, and brand awareness. It serves as the connecting link between all of a company’s divisions or departments.

Here are three reasons why business development training is crucial

1. It creates vital new connections

Building relationships is important in the business development process. Skilled business developers focus on making connections with senior level decision makers in their prospects C-suite. Making connections is only the start of the process with customers.  We still believe that people buy from people and relationship building also plays a critical part of any business development strategy.  When done correctly, connections are often made for life and many salespeople have made a career exclusively from their own, personal, black book.

2. It’s an essential strategy for boosting sales and reducing costs.

Every business loses a percentage of their customers each year.  Bankruptcies, takeovers and changes in buying teams affect us all.  These accounts need to be replaced for the company to maintain its performance, let alone grow. The process of developing a business requires finding strategies to increase the amount of revenue a company obtains while minimizing revenue loss. By having people who are focused on business growth, an organization can decide which markets and products have the greatest profit potential and which deals to pursue first.

3. It can enhance the company’s brand reputation

Business developers can assist a business in developing a stronger brand because marketing is essential in long-term value to a business’s growth. Business developers should collaborate closely with the marketing department using their business experience and skills to create strategies and campaigns that expand the company’s target market and attract the right type of new customers.

With 660,000 new startups every year, 20% of which are no longer trading after 12 months and 80% not trading after 60 months, the odds of success are against you.  Even if you invest a lot of work, time, money, and resources into producing a new product or service, your project could fail if your go-to-market strategy is poorly thought out.

It’s critical to begin developing a go-to-market strategy as you create something new, one that is tailored to meet the product, your budget and buyer persona.

The majority of errors and oversights that might ruin the launch of a new product can be avoided by developing simply planning a go-to-market strategy prior to launch. Even if the product is well-designed and unique, a launch might be hampered by things like poor product-market fit or perceived oversaturation in the market.

A go-to-market strategy can help you manage expectations and iron out any wrinkles before you invest in bringing a product to market, although it can never guarantee success.

Lastly, your GTM strategy is an important tool for providing a centre point and focus, for your sales and marketing teams.