NZ Sales Manager Issue 61

JUNE 2012 Issue 61

NZSALES Sales Management Myths Reprogram yourself for sales success Sales role design, personality and job satisfaction Cure boring body language!

Learning from objections

NZ’s e-mag for sales leaders 1 / www.nzsalesmanager.co.nz

CONTENTS 6

THIS WEEK'S MUST READ

Sales Management Myths Don’t let them distract you

8

Sales role design, personality & job satisfaction Sales industry research project

10

Reprogram yourself for sales success A DIY strategy

14

BOOK REVIEW What got you here won’t get you there – in sales

15

Quick Fix It’s not what you sell, it’s how you sell.

16

TWO MINUTE TOP-UP Boring Body Language?

A 5 step cure

www.nzsalesmanager.co.nz / 2

18

AUCKLAND CITY CENTRAL GROUP FOR SALES PROFESSIONALS

19

CALENDAR

20

MARKETPLACE

22

THE CLOSE

Whether you’re a business looking for new sales prospects, marketing lists or need help understanding the customers you have; a charity looking for new donors or a research company needing fast & accurate calling lists, KMS Data have the information you need.

Free Consultations We don’t expect our clients to be database experts. By building and maintaining our own databases we understand exactly what can be achieved & tailor the information for your business needs.

Business Vault Our extensive business database covers all industry types throughout NZ. Create your targeted business prospect lists with the help of our sales & marketing specialists.

Consumer Vault Over 1 million households including home owners, renters & vehicle owners.

Authorised supplier of NZ telephone directory information.

More than just databases‌ KMS Data can help with supporting services for direct mail, telemarketing or analytical initiatives.

We are a one stop shop for creative, print, mail, dispatch, data entry, call centre services, promotional web pages, database management/updating & existing customer communications.

P: 09 621 0472 E: info@kmsdata.co.nz W: www.kmsdata.co.nz 3 / www.nzsalesmanager.co.nz

ABOUT / Short and sharp, New Zealand

FROM THE EDITOR

I

Sales Manager is a free e-magazine delivering thought provoking and enlightening articles, and industry news and information to forwardthinking sales managers, business owners and sales professionals.

EDITOR / Paul Newsom

n our lead article, Paul

does not explore the myths

ART DIRECTOR / Jodi Olsson

O’Donohue explores

described in Paul’s article, so the

GROUP EDITOR / Trudi Caffell

some of the myths of sales

equation does not work.

CONTENT ENQUIRIES /

management. Many of these are still held true, and as Paul points out, they only serve to distract sales managers from their goals.

Whatever the reason, all are mistakes. If you are employing new sales managers, do them (and yourself) a favour. Don’t

Another myth I hear is that you

leave it to myths and instinct,

can’t teach someone to be a

but ensure they are educated

sales manager. Indeed, many

in the practice of professional

companies do not train their sales

sales management.

manager. Maybe they believe this myth, or maybe because the person can sell it is assumed that as a sales manager, they will simply pass on their ways to everyone else in the team.

Maybe they think the combination of sales training + management training = sales management training. Management training

Phone Paul on 04 586 4733 or email pauln@nzsalesmanager.co.nz ADVERTISING ENQUIRIES / Phone Alastair on 09 551 0607 or email alastairn@espiremedia.com ADDRESS / NZ Sales Manager, C/- Espire Media, PO Box 99758, Newmarket, Auckland 1151, NZ WEBSITE / nzsalesmanager.co.nz

Please take a moment to complete the survey for the sales industry research project

ISSN 2230-4762

(see page 8). Your participation will assist in broadening the knowledge base available to sales professionals in New Zealand.

Happy Selling Paul

NZ Sales Manager would like to acknowledge the support of our major partners Gold Customer Relationship Management Silver Independent Software Vendor (ISV) Silver Learning

Microsoft Dynamics CRM

www.nzsalesmanager.co.nz / 4

EmpowEring SalES managErS. growing SalES.

The SalesStar Management Programme provides a perfect platform for new and existing Sales Managers to enhance their current knowledge and learn sales management best practice to accelerate sales revenues. This is a comprehensive programme that provides a blended learning approach with practical workshops, online learning and on-going support. Click here to learn more!

GET IN TOUCH:

level 5, 3 City road, auckland T: + 64 9 524 0999

E: info@salesstar.com

www.salesstar.com

MUST READ

Sales Management Myths Don’t let them distract you

By Paul O’Donohue

S

ales management myths get perpetuated and circulated in the sales

world to create problems and foster a sense of insecurity and under-accomplishment in other sales personnel. These myths defy logic and reasoning but still are firmly held as convictions in the majority of the sales forces worldwide. Here are some of the myths about sales management that create more problems than they solve: www.nzsalesmanager.co.nz / 6

1

SALES MANAGEMENT IS ALL ABOUT NUMBERS - This myth implies that sales management means simply having the sales figures meet the targets and projected sales. These target numbers have been reached by keeping track of past performances and using complex formulae which may not have any connection to the current market situation. Sales personnel push towards these figures, and if they do not achieve targets, live with fear and de-motivation. Actually sales management is more about managing sales activities, checking their effectiveness, and pushing for improvements of activities rather than individuals. Sales people have to be encouraged and motivated so that they can work without fear. This positive push will help them achieve more than the target numbers.

MUST READ

MORALE IS BOOSTED WITH HIGHER SALES – Though higher sales will boost morale temporarily, it may not improve the happiness quotient of the sales force. Businesses need to keep their sales force happy and their morale up and higher sales will naturally follow. To first see higher sales and then give rewards to boost morale may be a short term approach. Sales teams must have an encouraging and stimulating work environment and must be well informed about their product to be effective and sell more.

THE SALES MANAGER HAS THE ANSWERS WHILE SALESMEN JUST HAVE TO ACT - Sales management is as much about sales as about nurturing the sales force, making them think, learn and understand the sales business with depth, to be able to give it their best. When managers answer questions in front of the client, the salesperson has been deprived of an opportunity to think and develop their skill in the field. Being able to think on your own and come to a result is better learning than having it tossed by a superior. The manager’s job is to train people to sell better, not to ensure high sales themselves.

SETTING GOALS IN TERMS OF QUANTITIES TO SELL - when the top management fixes targets for individuals, it is actually setting limits beyond which employees do not need to work. The idea of sales management, on the contrary, is to get the best out of their sales people and help them do better, which will benefit the company in terms of higher sales.

THE SALES MANAGER IS THE BEST SALESMAN - Companies give the top sales management posts to their best salesperson thinking the whole team will sell better. The manager actually has to manage their team more than the sales figures. He has to train the team to sell better and not sell themselves, and help them forge relations with customers.

SALES MANAGEMENT IS BASED ON COMMON SENSE - This is not in the least true since sales management requires multiple skills which involve quick thinking and analysis, managing people, multitasking, and many other qualities.

Sales management myths should be considered and then basically ignored, they will only serve to distract you from your goals. ■

Sales management myths get perpetuated and circulated in the sales world to create problems and foster a sense of insecurity and underaccomplishment in other sales personnel. These myths defy logic and reasoning but still are firmly held as convictions in the majority of the sales forces worldwide.

Paul O’Donohue works with business owners and sales managers to provide sales intelligence, support, people and tools to dramatically increase sales revenue and win market share. To find out more visit www.salesstar.com

7 / www.nzsalesmanager.co.nz

Sales role design, personality and job satisfaction Is there a link?

You are invited to contribute to this sales industry research project.

Your participation will assist in broadening the knowledge base available to sales professionals in New Zealand.

What role characteristics can make work exciting and/or engaging for salespeople? How does alignment between role characteristics and salespeople’s personality influence job satisfaction?

The University of Waikato’s Chris Liddell is seeking to help answer these questions in his Masters Thesis research.

Salespeople lay the financial foundation on which organisations base operations, they are a critical factor in successful organisational function. Chris’s research recognises the importance of job satisfaction to the performance of individuals and teams working in sales environments, as well www.nzsalesmanager.co.nz / 8

as its links to the health and

will also examine personality

wellbeing of salespeople. In his

factors in order to provide clarity

research Chris has identified

around the interaction between

five role characteristics that

salespeople’s personality and the

potentially enhance salespeople’s

characteristics of their jobs.

job satisfaction: skill variety, task identity, task significance, autonomy and feedback.

Chris is collecting and analysing survey data to investigate the links between role characteristics,

Skill variety refers to the degree

personality characteristics and

to which a job requires someone

job satisfaction. The survey report

to perform a wide range of tasks;

(which will be summarised in NZ

a role with high levels of skill

Sales Manager) will show which role

variety requires an individual to

characteristics are of a particular

utilise many different skills in

importance in sales environments,

order to get the job done. Task

as well as how personality

Identity is the extent to which

interacts with role characteristics in

employees do an entire piece

determining salespeople’s levels of

of work and can identify with

job satisfaction.

the results of their efforts. Task Significance refers to the degree to which a job is perceived to have a substantial impact on the lives or work of other people.

This will give you an indication of how your sales roles’ can be designed to enhance the functioning and wellbeing of your sales force, as well as

Autonomy concerns the degree

provide information useful in

to which individuals have a say in

identifying the types of roles in

scheduling their work and have

which particular people are more

freedom to do what they want on

likely to thrive.

the job. Feedback concerns the degree to which employees receive information about how well they are performing on the job.

PLEASE TAKE A MOMENT TO COMPLETE THE SURVEY ONLINE NOW AT:

While these role characteristics potentially enhance job satisfaction, the type of person performing the role is an important consideration. Research suggests that some people function markedly better than others when high levels of the aforementioned characteristics are present in their work. To take

http://waikatopsych.eu.qualtrics.com/ SE/?SID=SV_9XZ6ikR9aAtGyyM It takes under 15 minutes to complete. Instructions and further information are online. Your participation will assist in broadening the knowledge base available to sales professionals in New Zealand.

If you have any questions about this research feel free to contact Chris, email: cjl18@waikato.ac.nz

this into account Chris’s study

9 / www.nzsalesmanager.co.nz

Reprogram yourself for sales success A DIY strategy

By Elena Kostyugova

S

tarting a career in sales is

It’s obvious that to grow your

with, but it simply is part of sales.

an exciting moment filled

sales you need to grow your

Many salespeople fail because the

with hopes, opportunities

exposure, and that means facing

fear cripples them from moving

and, inevitably, fears. Being

your fears and possible rejection.

forward in their career. Your fear

a salesperson means putting

Fear of rejection is the number

of rejection can be the biggest

yourself out there and promoting

one fear among salespeople.

obstacle to your success in sales.

your product or service.

And fair enough, rejection is

To some people this seems to come naturally, but to a lot of new salespeople, selling yourself can feel a little daunting.

emotionally painful. We are social beings and we have a need to be liked and accepted by our peers. Rejection is tough to deal

Being an introvert by nature, I dreaded the thought of having to promote myself and my business. Deep down somewhere I had an automatic program that was installed ‘god knows when’ and was triggered every time I thought about having to put myself out there and sell. A

www.nzsalesmanager.co.nz / 10

It’s obvious that to grow your sales you need to grow your exposure, and that means facing your fears and possible rejection. Fear of rejection is the number one fear among salespeople. And fair enough, rejection is emotionally painful. We are social beings and we have a need to be liked and accepted by our peers

simple act of picking up a phone

didn’t have a fear of rejection on

and they have no idea where it

to call a prospect, meeting

some level in some area of their

is coming from. This program

new people and talking about

life. Most people do not know

might’ve been useful in the past,

my business felt as dreadful as

where it comes from. Usually,

but now that they are much older,

going to the dentist. I had no

when I help my clients overcome

it’s being a nuisance.

idea where my paralysing fear

fear of rejection, we find that the

was coming from, but I knew my

root of the problem goes way

business was suffering and I felt

back into the past, when they

frustrated and stuck.

were very young.

If you want to deal with your fear once and for all, I would recommend finding an NLP coach who can take you through an

Luckily, being an NLP Master

The most common scenario is

emotional healing process, and

Practitioner, I had all the tools to

something painful happened

help you clear the root cause of

deal with my fear, and it was time

to them way back in the past,

that emotion from your past.

for me to ‘eat my own cooking’. I

and their clever subconscious

identified the thoughts that were

mind installed a ‘fight or flight’

revolutionary field of study that explains how

triggering the old program of

program in response to this event

your mind works and how you can change your

fear, and I changed them.

as a protection mechanism. Now,

developed in 1970’s on the basis of observing

every time a similar situation

how the most successful people in the world

happens it triggers that response

the study of the brain and the study of success.

1

I’ve seen a lot of clients since, and I’ve never met a person who

1 NLP (Neuro Linguistic Programming) is a

thoughts and achieve your full potential. It was

achieve great results. NLP is often referred to as

11 / www.nzsalesmanager.co.nz

If you want to have a DIY strategy available to help you deal with the

1

fear as it comes up, here are two simple steps you can take: Identify the thoughts that trigger your fear, and challenge them.

When the fear comes up observe

2

yourself, notice what you say to

These statements are neither

me, I can ask him when would be

yourself and what pictures you

right nor wrong, they are just

a good time to call him back.”

make in your head just before it

some of the ideas you came

comes up. You will notice that

• “I don’t really know whether

up with, and they are probably

they will or won’t buy my service.

the least useful ones in terms

images cause your tummy to sink.

If I do not ask, then they definitely

of helping you feel good and

won’t. If I ask, I might get a yes. I

For example, you are about to

confident. Don’t accept these

guess it’s worth checking.”

make a phone call and you are

ideas as true. Challenge them!

noticing that you say to yourself

Talk back to them and find ideas

one of these:

that feel better.

• “They are not going to like me.”

For example:

worst position to be in.”

• “He is so busy, he might not

• “They might like me or they

Have fun playing with these.

want to talk to me.”

might not, but if I don’t call them,

Remember the only limits to your

then I’m not giving any chance to

sales success are the ones you

like me.”

impose on yourself.

• “If he is busy and cannot talk to

Be successful! ■

certain thoughts and certain

• “They will probably never buy my service” • “What if they say NO?”

• “I don’t like to hear ‘no’. But ‘no’ is the second best answer, because not knowing where I stand is the

Elena Kostyugova is a mindset expert, specialising in confidence, motivation and personal and interpersonal communication. To find out more visit www.successinmind.co.nz

  Generating consistent and qualified appointments can be a mundane and time consuming process...

Let the experienced professionals at Ibex Marketing set them for you so you can spend more time meeting with prospects and helping them solve their problems! www.nzsalesmanager.co.nz / 12

Call Murray Beer on 021 279 2783 or email murray@ibexmarketing.co.nz today!

“We make the call… you make the sale”

www.ibexmarketing.co.nz

Sales CRM that works the way you do Click Here Dashboard: Sales Performance Dashboard

• Easy to follow up your prospects and customers • Helps you close deals faster • Tuned to your unique requirements • Easily access information via mobile device

Microsoft Dynamics CRM

Gold Customer Relationship Management Silver Independent Software Vendor (ISV) Silver Learning

E

www.magnetism.co.nz

P +64 9 550 5223 info@magnetism.co.nz T @magnetismnz

13 / www.nzsalesmanager.co.nz

BOOK REVIEW

What got you here won’t get you there – in sales

I

Authors: Marshall Goldsmith Publisher: McGraw-Hill Price: $17.89 from amazon.com n What Got You Here Won’t

that damage relationships.

ones. Once you have identified

Get You There in Sales,

The authors provide simple-to-

your mistakes, the book provides

Marshall Goldsmith teams

use tools for maintaining and

you with good relationship-

up with two leaders in the field of

leveraging quality personal

building behaviours, such as

behavioural science—Don Brown

connections by doing something

recruiting stakeholders, looking

and Bill Hawkins—to identify the

much easier than learning new

into the future, and engaging in a

16 most common sales habits

behaviours: simply stopping bad

follow-up process. ■

www.nzsalesmanager.co.nz / 14

QUICK FIX

QUICK FIX

It’s not what you sell, it’s how you sell.

Learning from objections

D

o you know the most common objections you hear? If you are listening

well, and customer focussed, you should be able to recite them now.

Chances are there will only be three or four.

Know it or not, you will have an answer or response that you will usually give to each objection.

Consider also what the responses are. Now, give detailed attention to both what is causing the objection, and how you can improve your response.

Improvement will come from using better questions, not better answers. You will reduce the number of objections, and when they do arise, you will resolve them sooner.

Objections give you the opportunity to learn and improve. Take it. ■

15 / www.nzsalesmanager.co.nz

2 Minute top-up

Boring Body Language?

A 5 step cure

By Olivia Mitchell

C

ould your body language be more expressive? Do you inhibit your natural

body language when you’re public speaking because of your selfconsciousness?

Or maybe you have been told (by a well-meaning but misguided person) that you wave your arms around too much? As a result you’ve shut down your natural gestures and become stiff and boring.

The secret to curing boring body language in public speaking is to replicate the state you’re in when you’re in an animated one-on-one conversation. When you’re in that state your gestures unconsciously complement what you are saying and give your message energy and persuasive power and feel more confident. And there is even evidence that natural gesturing makes you more fluent.

www.nzsalesmanager.co.nz / 16

2 Minute top-up

HERE IS WHAT TO DO TO DEVELOP NATURAL, EXPRESSIVE BODY LANGUAGE WHEN YOU ARE SPEAKING: 1. EMPTY YOUR HANDS Put down anything you are holding, whether it be a pen, the remote or your notes (once you are gesturing naturally you can hold your notes or the remote, but for the moment they just make the task of freeing up your gestures more difficult).

2. KEEP YOUR HANDS FREE Holding your hands together, putting them in your pockets, or hanging onto the lectern will stop you gesturing.

So where should you put your hands? For the moment just let them hang loosely at your sides (this is a default position – this is not where your hands will stay). I know that this feels awkward. You probably feel a bit like a gorilla!

But have a look at the photo to the right… do most of these global leaders look like gorillas? No. The only one who looks awkward is the one who doesn’t have his arms hanging loosely at his sides!

Your hands will probably creep together without you noticing.

When that happens, immediately separate them again. OK. We have got rid of the barriers to expressive body language. Now what?

3. TALK TO ONE PERSON AT A TIME When you are in a one-on-one animated conversation, your hands naturally gesture. So kick-start your hands into gesturing by replicating that animated state.

Do this by looking at one person and feeling in that moment that you are just talking to them – and to no-one else. At the end of a phrase or short sentence, talk to someone else in the audience.

But always be talking to someone.

4. MOVE YOUR FEET To enlarge your body language, move your feet. You could for example, move towards the person you are talking to. The larger body movement will free up your body and will encourage you to make larger gestures.

5. VARY YOUR GESTURES Once you have opened up your body language, check that you are not making repetitive gestures.

Either ask someone to give you feedback, or video yourself. In my early public speaking days, I watched back a video and saw that my most common gesture was moving my right arm from the elbow outwards – like I was constantly opening and closing a door. Once I was aware of it, I caught myself doing it and was able to change what I was doing.

Remove distracting and repetitive gestures but don’t try and choreograph what you are saying with specific gestures. It will look forced and unnatural.

Follow these five steps and you will develop natural body language that will add energy, engagement and persuasive power to your presentations. ■

Based in Wellington, Olivia Mitchell is an internationally-renowned presentation blogger at Speaking about Presenting.

Olivia provides presentation training in New Zealand through Effective Speaking.

17 / www.nzsalesmanager.co.nz

Enjoy nZ SalES ManagEr? Check out these other

AUCKLAND CITY CENTRAL GROUP FOR SALES PROFESSIONALS

great Espire E-Mags

Y

nZ FISHEr

ISSUE 6 March 2011

Enjoy fishing?

networking group sales professionals in Auckland’s CBD. Our aim is to

provide professional development through

If you love fishing you'll love NZ

collaborative learning, peer networking and

Fisher, the fresh new e-magazine

best practice techniques.

for Kiwi fishing enthusiasts... and

Unlocking the Secrets of Rarotonga//

ou’re invited to a stimulating

it's free! Packed full of tips, ideas

We look forward to meeting you!

and stories to see you through to your next fishing outing, you'll land a shiny new issue direct in your

// Working the jigs

email inbox every four weeks!

ww w. nz fis he r.c o.n z www.nzfisher.co.nz 1

www.nzfisher.co.nz

TOPICS FOR DISCUSSION ARE: o Social Media – Another great channel for helping salespeople connect o Time Management

nZ PHoTograPHEr Enjoy photography?

Issue 1

M.I.L.K. KIWI PHOTOGRAPHERS WIN 4 PLACES IN THE WORLDWIDE FRESH M.I.L.K. COMPETITIO N

OurRydges aim is to provide development collaborative Hotel,professional 59 Federal Street,through Cnr Kingston learning, peer networking and best practice techniques.

Street, Auckland,

Join us for the first event and help drive the future direction of the Free: No cost (just buy your own breakfast) monthly group activities, discussion topics and objectives.

reneed@frogrecruitment.co.nz or LL

FU E .

TH H L: .K T D I L I.L A W W EM . S N LO W K N I E AC N D O I P S W v L I I T O T E RF B E H T I T P F F D O U F B S : I NE OA N P E S H S T !

U G M M TO O L & R E PL O E NZ O O PhotographerO M TH C PH C

• Introducing your group facilitator Paul Brophy 09 362 0784

• Client Service Manager at Frog Recruitment Ltd • 09 362 0785 | paulb@frogrecruitment.co.nz • Connect with Paul on LinkedIn or Twitter

1

PHOTO ESSAYS

WHAT ARE THEY & WHA T ARE YOU WAITING FOR? !

Thursday 28th June

Here is your opportunity to join a new and stimulating networking 7am – 8:30am group for sales professionals in Auckland’s CBD.

to Renee Daysh WeRSVP look forward to meeting you!

TOP TIPS

HOW TO BUY THE RIGHT CAMERA FOR YOU

Jul 8

www.nzphotographer.co.nz

Auckland Central City Group for Sales Professionals

KIWI

Introducing NZ Photographer the fun, free and informative new e-magazine for Kiwi camera owners every four weeks. Whether you’re an enthusiastic weekend snapper, a student of photography, or just want to learn more, NZ Photographer will help you take better photos and make the most of your camera!

You are invited to the inaugural...

July 8 th 2009

.

Wednesday 29th February 7:00am to 8:30am Rydges Hotel, 59 Federal Street, Cnr Kingston Street, Auckland Free: No cost (Just buy your own breakfast) RSVP to Renee Daysh by 22nd February You are invited to the inaugural... reneed@frogrecruitment.co.nz or 09 362 0784

Auckland Central City Group for Sales Professionals Here is your opportunity to join a new and stimulating networking group for sales professionals in Auckland’s CBD.

www.nzsalesmanager.co.nz / 18

Our aim is to provide professional development through collaborative learning, peer networking and best practice techniques.

CALENDAR DATE

NAME

PLACE

COMPANY

LINK

Tuesday 12 June

Negotiating Skills

Auckland

Scotwork

www.scotwork.co.nz

Thursday 14 June to

Key Account

Wellington

NZIM Central

Friday 15 June

Management

http://www.nzimcentral.co.nz/ training/course.a4d?gCode=133

Monday 18 June to

Sales Management

Auckland

David Forman

http://www.davidforman.co.nz/ Our-Programmes/Sales/SalesManagement.aspx

Monday 18 -

FranklinCovey:

Wellington

David Forman

Wednesday 20 June

The 7 Habits of Highly

http://www.davidforman.co.nz/Our Programmes/Personal-Effectiveness/ Franklin-Covey-7-Habits-of-Highlyeffective-people.aspx

Auckland

Zealmark

http://www.zealmarkgroup.co.nz/

Group Ltd

profile_Business_to_Business.php

Thursday 21 June

Effective People Wednesday 20 June

Business to Business Sales Accelerator

Wednesday 20 June

Essential Sales

to Thursday 21 June

Fundamentals

Thursday 21 June

Sales Management Forum

Auckland

NZIM Northern http://www.nzimnorthern.co.nz/wa .asp?idWebPage=16885&idDetails =118

Auckland

SalesStar.com

https://secure.zeald.com/ starbusiness/Services/Sales%20 Management%20Forum?mv_pc=575

Auckland

Top Achievers

www.topachieverssalestraining.co.nz

- How To Lead Your Team To Win ‌ Consistently Thursday 21 June

Sales Training Seminar

Sales Training Thursday 21 June

Sales Force Launch

Auckland

Zealmark Group Ltd

Tuesday 26 June -

Advanced

Wednesday 27 June

Negotiation Skills

Tuesday 26 June

Sales Training Seminar

http://www.zealmarkgroup.co.nz/ profile_Foundations_of_sales_ Success.php

Wellington

NZIM Central

http://www.nzimcentral.co.nz/ training/course.a4d?gCode=331

Wellington

Top Achievers

www.topachieverssalestraining.co.nz

Sales Training Thursday 5 July -

Sales Management

Wellington

NZIM Central

http://www.nzimcentral.co.nz/ training/course.a4d?gCode=259

Consultative Selling

Auckland

SalesStar.com

https://secure.zeald.com/ starbusiness/Services/ Consultative%20Selling?mv_pc=622

Friday 6 July Tuesday 10 July Wednesday 11 July

19 / www.nzsalesmanager.co.nz

MARKETPLACE Speakers & Facilitators

Seminar, Conference & Training Venues

JAMIE FORD Keynote & Motivational Speaker • Mental Toughness • Optimism & Resilience • Sales & Sales Management • Positive Leadership Speaker for University of Auckland, Canterbury Crusaders, Australian Institute of Management, and as heard on RadioLive, Newstalk ZB & more!

Talk to Jamie about your next speaking engagement on 09 414 2942 or visit www.foresight.co.nz for info

 

Love fishing?

Looking for an experienced, energetic and entertaining speaker for your next conference, team building or corporate event?

NZ Fisher - it’s free!

Call Paul Kernot on 027 2488 955 or email paul@paulkernot.com to discuss your needs.

Simply visit www.nzfisher.co.nz

Selling • Goal Achievement • Personal Effectiveness



to get a copy of NZ Fisher delivered straight to your inbox monthly!

Consulting, Training & Recruitment

Are you a photographer?

Get NZ Photographer for free!

Simply visit www.nzphotographer.co.nz to get a copy delivered straight to your inbox monthly!

Looking for Sales Professionals?

Call Colin Quinn on 021 832 209 today!

Whether you need to hire a sales professional, or are in sales and looking for your next move, contact Hamish at Manpower Professional for a free confidential discussion.

 

Contact Hamish Haggie: Click here to send me an email Click here to find me on LinkedIn Or phone me on 09 379 2333

Specialists in the recruitment of ICT Sales Professionals

 Visit us at www.rightfitrecruitment.co.nz

Lisa Baggaley Director Ph: 09 815 8444

SALES & MARKETING and General Recruitment Specialists.

Do you own a business and want to grow sales?

Click to see >>> what we do!

Insurance / Print / Media & Advertising / Telco & IT Fashion / Building & Construction / Manufacturing Retail / Freight & Logistics / Business Services

www.onnxx.com

Empowering Sales Managers. Growing Sales.

•

Sales Training

•

Sales Recruitment

•

Sales Assessments

•

Sales Process

Call us on 09 524 0999 to discuss your sales goals or get in touch with us online!

Email lisa@kingsrecruitment.co.nz or visit us at www.kingsrecruitment.co.nz

Strategic tailored in house sales training and consultancy.

“We can help you lift the sales performance of your business.”

Phone +64 3 351 5078 Email lincoln@alllinks.co.nz Web www.alllinks.co.nz

Testimonials Available!

extendeddisc.co.nz

Extended DISC Sales Person Assessments • Hire better salespeople • Manage sales staff more effectively • Understand your customers motivators

Call 0800 333 668 today for a free sample report!

     

21 / www.nzsalesmanager.co.nz

We’re extending our network, so you can too.

Located everywhere you do business, Quest Serviced Apartments truly offer a home away from home, providing flexible accommodation options and an exclusive fixed single rate programme for Rev Sales members. Business can change day to day, but your travel costs don’t have to.

Call 0800 944 400 or visit www.questapartments.co.nz www.nzsalesmanager.co.nz / 22

Serviced Apartments

Your perfect travell companion. i

THE CLOSE

‘Nothing can stop the man with the

right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude.’

- Thomas Jefferson

Have you subscribed to NZ Sales Manager? It’s free!

Simply visit www.nzsalesmanager.co.nz to get a copy of NZ Sales Manager delivered straight to your inbox monthly!

23 / www.nzsalesmanager.co.nz