Announcements

Wednesday, July 28, 2010

Kurt Newman

Research shows the success or failure of companies lies with their salespeople. Yet truly understanding how to get the best from them is a thorny issue for most business leaders.

Their performance in the field is clearly identified as the main reason why customers buy, singled out as playing a larger part than the quality of our products, brand awareness and value proposition combined.

Yet only 1 in 4 salespeople consistently perform at a high enough level, and just 6% stand out as the elite ones.

Through extensive testing and psychological profiling of 200,000 sales people four distinct types of sales environments were uncovered. These include the variety of customers, how contact is made and the product/service sold. Each sales environment was found to expose the sales person to different levels of either personal rejection or individual risk of failure.

To maximise the likelihood of success a sales person must be matched with the type of sales environment which best suits them. Not to do so can and most often inhibit a sales person’s performance.


SWAP members will:

•   Discover the sales environment they are best suited to.

•   Learn critical skills and behaviours of the elite in each sales environment

•   A broad understanding of the 6 Sales Competency Levels

About Kurt

Kurt’s expertise is in sales strategy, sales management development; group structured sales training and infield sales coaching. His consulting work is with medium to large companies that operate in relationship and complex selling environments.  

As a sales person he has successfully sold products and services in the 4 major market/product segments of: new product sales, consultative sales, relationship sales and retail.

During his selling career he created sales records for three companies in two industries and won many other sales awards for outstanding performance. This background gives him the advantage of being able to demonstrate selling competence, a powerful learning tool when coaching sales people.

As a consultant Kurt works across all industries and market segments. He has guided many individual sales people to greater success and companies to vastly improved profits. He has the ability to effectively identify the real issues that limit performance and then implement a tailored development plan.      

Kurt was a part time student for more than 20 years and focused his studies on understanding business and human behaviour. He continues to be actively involved in learning and contributing to the selling profession by way of writing articles and speaking on a range of subjects on sales and sales management. Some examples include being interviewed on the Qantas Radio Program Talking Business and regularly contributing to The BNET Report.

Kurt is the co founder of Sales Consultants Pty Ltd, is a Fellow of The Australian Institute of Management and a Licensed Associate of The Consulting Resource Group Canada.  


Kurt’s expertise is in sales strategy, sales management development; group structured sales training and infield sales coaching. His consulting work is with medium to large companies that operate in relationship and complex selling environments.  

As a sales person he has successfully sold products and services in the 4 major market/product segments of: new product sales, consultative sales, relationship sales and retail.

During his selling career he created sales records for three companies in two industries and won many other sales awards for outstanding performance. This background gives him the advantage of being able to demonstrate selling competence, a powerful learning tool when coaching sales people.

As a consultant Kurt works across all industries and market segments. He has guided many individual sales people to greater success and companies to vastly improved profits. He has the ability to effectively identify the real issues that limit performance and then implement a tailored development plan.      

Kurt was a part time student for more than 20 years and focused his studies on understanding business and human behaviour. He continues to be actively involved in learning and contributing to the selling profession by way of writing articles and speaking on a range of subjects on sales and sales management. Some examples include being interviewed on the Qantas Radio Program Talking Business and regularly contributing to The BNET Report.

Kurt is the co founder of Sales Consultants Pty Ltd, is a Fellow of The Australian Institute of Management and a Licensed Associate of The Consulting Resource Group Canada.  

http://www.salesconsultants.com.au