003: Boosting Sales Performance - with Richard Higham

In this episode, Richard will share some of the experiences throughout his career that gave him the most valuable learning and key indicators for a successful sales business. He will talk about level of activity, concentration of effort and effectiveness, and what influence it has for a small, growing business. Richard will also give three top tips for boosting your sales. KEY TAKEAWAYS: Resilience is the key for becoming successful in the business There are three levers that the sales managers can pull - activity, concentration of effort and effectiveness Activity is a driver for success, particularly in smaller companies BEST MOMENTS: “A hard sales environment is a good thing because when it’s all easy anyone can do it, whereas when it’s hard, only the best triumph.” “If you understand the leading indicators of sales, then you can manage them effectively and you can predict future success with a high degree of accuracy.” RESOURCES: SalesLevers website: https://www.saleslevers.com/   ABOUT THE HOST Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership. If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly    Website: https://bostontullis.co.uk/ Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation ABOUT THE GUEST Richard Higham is an Executive Director at SalesLevers; a business that enables companies to drive sales performance in a radically changing sales world. Richard has over 25 years of experience in sales performance consulting. He has won, designed and led consulting and training projects with global banks, insurers and professional services firms across five continents. He has also worked on sales performance in sectors ranging from logistics to manufacturing. Richard also teaches on the Dublin Institute of Technology’s Postgraduate Diploma in International Sales course and runs business development and leadership programmes for Cass Business School at the University of London. LinkedIn: linkedin.com/in/richardhighamTwitter: https://twitter.com/RichardHigham