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Tuesday, 19 October 2010

21st Century Selling


You pay your Sales people to work between 1,600 and 2,000 hours per year.

ONLY 100 hours, out of those 2,000 hours, generate their sales results.

Most of the hours that you pay for,
somewhere between 1,500 and 1,900 hours are counter-productive or wasted.

Yet many Sales Managers and Salespeople work long hours (mistaken as effort).
He/She is here from 07:30 until 20:00. That is Attendance, not productivity.”

Skilled Sales Managers can manage nine skilled salespeople, easily!

Skilled salespeople can generate up to 500 productive sales hours per year.

Do your Cost/Benefit analysis take cost out and put revenue in.

  • 50% of your Sales Mangers are not required.
  • Your sales force can be at least 100% more productive. 

Today in 2010 (MMX), there is Sales Training available, part of Sales Talent Management, which can double your current Sales results. You can adopt a Sales Talent Management Process, which will give a 400% improvement to Sales Revenue results.

Think about this story.


Destiny_3_0_texture_wip_by_AlxShipyards“For over 300 years non-working Spacecraft have been found  all over the world, located, taken apart and examined minutely, but we still did not know how they worked. Just 8 years ago, we were able to examine the first working spaceship, it is much clearer now how they work. Spaceships are highly complex, there are many secrets yet to be uncovered, but on-going research with working spacecraft will give us all the answers.”

The above is Science Fiction.

Below is NOT science fiction, but Science Fact.

For 300 years, we have been examining dead human brains in ‘autopsy’, no longer working models. We have had a rudimentary knowledge of the brain, at best. The ‘function’ of parts of the brain was ‘identified’ by damage and losses of motor or cognitive skills. Behavioural Psychologists, Neurologists and Psychiatrists have all been trying to apply knowledge gained from non-working brains back on to living, functioning brains.
We still did not know how the Brain worked!

For the last 8 years, we have had instruments such as the fMRI scanner capable of viewing the internal workings of the LIVING brain.

Photo: MRI scans of a human brain

Of our current knowledge of the functioning brain,
98% has been discovered over the last 8 years!

The impact of medications and drugs previously measured by behavioural modification can now be measured by ‘real time’ brain activity.

Our understanding of

thought (Cognitive)
emotion (Affective) and
action or behaviour (Conative) have all been radically changed.

The interaction and interdependence of thought, feeling and action have long been pure speculation,
are now becoming pure science, not science fiction.

In the area of Emotion, I want to recognise praise my former colleague and friend Colin Shaw of Beyond Philosophy for his ground-breaking work and evangelism of “Customer Experience”. Colin and his team have dedicated themselves to understanding the emotional contents of “Client experience” and how to build lasting Customer Satisfaction.

What does this mean to sales?

Sales Skills based on Sales ‘Training’ developed before 2000,
are as obsolete as electric shock therapy, and about as useful as lobotomy.

21st Century Selling Skills,

based on the 21st Century Neurosciences are available now.

21st Century Selling Skills work ‘real time’, they are based upon the detailed examination of
the Buyer’s Brain not upon clich√© and the anecdotes of Seller’s Brains

BMAC Consultants are proud to have been in the vanguard of this exciting and fundamental change to Sales Skills and Selling.
We have reviewed our pre-2000 research (12 years worth), in the light of current Neuro-scientific research.
This has caused a complete review of all our training courses, workshops and systematic processes.
Literally, nothing is the same.

Our review has led to a 2-year long re-write and validation of:

  • Selling Skills,
  • Negotiation Skills,
  • Proposal Writing Skills, and
  • Presentation Skills.

We have completely rebuilt or reformed our products including Psychometrics and Personality Type Indicators.
We have:

  • Altered our consultancy format,
    for recruitment and selection of both sales executives and sales managers.
  • Changed our process for developing average sales people into top performers, and
  • Improved our process and procedure for the termination of poor performers,
    as well as the retention of top performers.
  • A complete Sales Talent Management System

    based on the latest research, not speculation.

We are seeing spectacular results, in Revenue growth and Cost management for our Clients.

Your competitive advantage comes from our differentiation.

To discover more about Real Revenue results then contact

Sincere apologies to any reader who thought that Stargate Universe
really is set on the ancient spaceship Destiny, that really is science fiction, at least for now.......

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