The Sales Doctor
Ingrid Maynard is The Sales Doctor. She helps organisations in Australia to improve their sales activity and results.
Summary of the Podcast
- Graham and Kevin welcomed Ingrid Maynard from Melbourne, Australia to discuss sales challenges.
- Ingrid was excited to share her insights as The Sales Doctor.
Sales challenges in a difficult economy
- Ingrid outlined the perfect storm facing Australian businesses – high targets amid tough markets and unprepared sales teams.
- Customers face more scrutiny over discretionary spending as costs rise across the economy.
Benefits of bespoke sales programs
- Ingrid’s programs are tailored to each organisation’s unique needs rather than off-the-shelf solutions.
- She deeply analyses contexts through stakeholder interviews to design customised, behaviour-changing solutions achieving future goals.
Diagnosing organisational needs
- Ingrid identifies key issues through research – unrealistic targets, order-taking mindsets, lack of growth roles.
- Leaders now face conditions their teams never experienced, requiring new skills and mindsets to succeed.
The importance of an engaged leadership
- Ingrid believes CEOs must value sales teams as value-drivers, not cost-centres.
- With leadership commitment, resources follow to empower customised solutions addressing organisational needs.
Motivating salespeople with realistic targets
- Unachievable targets demotivate and drive dysfunction, not performance.
- Stretch targets 50% above realistic baselines encourage problem-solving toward goals, maintaining motivation in difficult markets.
Clips from the Podcast
Ingrid’s Had Her Day!
How Would Ingrid Advise Ut Truck Sales!
It’s Not Off The Shelf Training
Typical Challenges of Sales Organisations
Kevin’s Role in Sales
Ingrid Bewitching Her Clients
Ingrid Gives this Testimonial
The Next 100 Days Podcast Co-Hosts
Graham Arrowsmith
Graham is “The High Net Worth Data Guy” who founded Finely Fettled to help business owners and marketers market to affluent and high-net-worth customers. Now get all-inclusive affluent direct mail campaigns combining A lister copy, design, print and postage for £599+vat, without the DIY hassle. Find Graham on LinkedIn.
Kevin Appleby
Kevin specialises in finance transformation and implementing business change. He’s the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com
