EQ Sales

We use science, strategy and storytelling to make our sales enablement programs effective. Why science? Because understanding the hidden barriers to behavioural change helps you overcome them. Take Decision Fatigue for example. Decision Fatigue is the fact that with every decision we make, the quality and the willpower we have to make more decisions depletes. Its why it's so hard to think of what to have for dinner after a long day at the office, You've run out of decision-making better. The easiest way to help your team avoid decision fatigue is to automate as many decisions as possible. This makes their actions scalable and helps them build up the confidence and consistency they need to build confidence when executing them. Your sales playbook is a great example of this in action. Outline best practices, provide clarity of task and let your team focus on the doing, not the thinking. They'll need that for more ad-hoc tasks that pop up. #science #leadership #learning

Is your tech stack working for your sales teams or is it just bottlenecking them with admin? We know, that not all tech is as easy to use as Apple's, however not taking into account the challenges that using arduous software has on your sales team's efficiency just goes to show that you don't care. Harvard Business Review research found that a staggering 71% of sales people feel negatively impacted by rigid sales enablement tech. If you can't change the software, change the approach to using it, onboarding against it and actively seek feedback to refine it from the team that uses it most.

We use science, strategy and storytelling to create sales enablement programs that excite and engage. Why science? Understanding what makes people tick is the key to working with their mindsets, not against them. Framing is one of those sciences. Framing is the most valuable piece of information you'll ever learn about communicating effectively. We just did it. The framing effect means our choices are influenced by the way information is presented to us. Two glasses but one is half empty one is half full. Everything is perception - cultivate what perception your buyers or team should have by framing your message and making your information more insightful. #science #leadership #learning

Credibility within claims is everything. Back up your promises and turn statements into proof points. #sales #leadership

We use science, strategy and storytelling to create learning programs that not only engage but are effective. Why science? Because understanding how to leverage behavioural science means you  can overcome hidden biases in your team's behaviour. Take the goal gradient effect for example. The goal gradient effect means that the closer we get to a goal, the harder we work to reach it. Have you ever noticed that your local coffee shop punches a couple of rounds in your brand-new loyalty card to get you going? It’s more than just a nice gesture, it’s actually a sales tactic. A 10-space card stamped twice, will be completed faster than an 8-space card with no stamps. You can leverage goal science in your sales management strategies. Instead of working up to your budget in your forecast, why not work back from it and watch your team work like hell the closer you get to it? #science #leadership #learning

Are you coaching your teams? If not, why? On average sales managers spend only 5% of their time coaching their sales teams. When sales managers coach their teams they drive an increase in performance up to 80%. We know sales managers are busy. The question is would you be so busy if you invested your time into coaching your team to drive better results? Makes you think...

Value is a promise you make personally. Never break it. #sales #leadership

We use science, strategy and storytelling to help sales teams learn and, more importantly, maintain sales skills. Why science? Because understanding behavioural science helps us apply it and work with people's mindsets, not against them. Take the frequency illusion for example. The frequency illusion is the fact that when we learn about something new, we tend to see it everywhere. It's why Punch Buggy as a game works. You never see VW Beetles until you start playing and then BOOM! VW Beetles are everywhere. This is because when you are made aware of something, that information remains in front of your mind. Because you have that information in front of your mind you can identify it more frequently than not. You can leverage the frequency illusion to help drive the retention of key learning or actions. Something key to maintaining new skills. After all, if we learn something and don't use it, we lose it! Utilise your learning content and make it visible with visual aids or ongoing discussion and watch your new skills stick! No returns! #science #leadership #learning

If your planning looks like this then you're risking leader burnout and confidence from your team. Something we see too often in our role is short-term planning in sales teams. If you're delivering your OKRI's a month after the quarter starts or releasing your budgets a fortnight after the new year starts you're missing a huge opportunity to drive autonomy and confidence in your sales strategies. Sales teams should look beyond short-term goals to align with the overall business strategy, adapt to market changes, build lasting customer relationships, allocate resources efficiently, foster innovation, mitigate risks, develop employees, build a strong brand, and continuously improve performance. Long-term planning is essential for sustained success and business growth and if your business lacks it, we can help. Give us a call to chat about how you alleviate the stress caused by short-term planning on 1300 948 463 #sales #leadership

We use science, strategy and storytelling to create sales enablement programs that get people to perform. Why science? When you understand behavioural science you get people, and that helps you get people to perform. Sciences like the fluency heuristic. The fluency Heuristic means that well-articulated phrases are processed and prioritised over all others. Well-articulated messages are more impactful than all others and even more believable. It's one of the reasons why advertising works. Articulation = credibility. That's why good points, that are well-made always win . #science #leadership #learning