030: Increasing Sales & The ACE Method - with Richard Higham Part 2

<p align="justify">In part two of this three-part series, we’re discussing the three levers of increasing performance in your sales team. Richard has extensive experience in this field and across the series he shares his 12 key strategic areas to consider in your business, as well as practical tools and hints to support your planning, process and performance. </p> <p align="justify"> </p> <p align="justify">KEY TAKEAWAYS:</p> <ul><li> <p align="justify">Sales people have three levers and this is described as the ACE method. Activity, concertation and effectiveness.</p> </li> <li> <p align="justify">44% of sellers give up after the first no from a customer.</p> </li> <li> <p align="justify">There are, on average, 6.8 people involved in the typical buying decision in a 500 person company.</p> </li> <li> <p align="justify">Businesses should focus on raising the level of conversation from transactional to strategic. Make sure you’re talking to the right people.</p> </li> </ul> <p align="justify"> </p> <p align="justify">BEST MOMENTS:</p> <p align="justify">“I always used to say that changing effectiveness was the best way to change the sales result. I've moved on that over the last couple of years and probably the quickest and simplest way to change the sale results… is simply to change the levels of activity.’’</p> <p align="justify">‘’Your contact points with existing clients and with prospective clients need to be well thought through to be able to add value, but they also need to be consistent regular contact points.’’</p> <p align="justify">‘’…the aim was activity, but if we don't have the right concentration of effort, we're just running around like headless chickens. It's all random. Concentration and effort is all about focus.’’</p> <p align="justify"> </p> <p align="justify">RESOURCES:</p> <p align="justify">SalesLevers website: <a href='https://www.saleslevers.com/'>https://www.saleslevers.com/</a></p> <p align="justify"> </p> <p>ABOUT THE HOST</p> <p>Sarah Myerscough is the Sales and M