My first year in sales, many years ago, I was awkward—and a slow learner. But my first sales manager, Guy Campbell, must have seen some potential because he invested a lot of time in coaching me. When Guy joined me on a customer meeting, I noticed he had a habit of pulling out a coin […]
In the new book Steve Jobs, author Walter Isaacson describes Jobs’ thought process in deciding on the name Apple for his new computer company. His choice was inspired by his association with his newest fruitarian diet and a visit to an apple farm. The concept of an apple farm sounded “fun, spirited and not intimidating,” […]
Here’s a suggestion for you to get more value out of every one of your sales coaching opportunities.
When I’m observing a salesperson interacting with a customer, my focus is to listen, observe, keep my mouth shut, and take notes. What “notes”? I make a list of the specific questions that I would have liked to […]
The Wall Street Journal’s article on Monday by professor/author Robert Sutton, “How a Few Bad Apples Ruin Everything,” provides a good reminder for sales managers to clearly communicate their behavior expectations of their sales force.
As Sutton writes, “Having just a few nasty, lazy or incompetent characters around can ruin the performance of a […]
- Don’t become a “rainbird coach.” I had a neighbor who would wait until his lawn had turned brown, and only then turn on his rainbird water sprinkler. I see a lot of sales managers who act the same way: they wait until there’s a meltdown before coaching their people. Far […]
Last time, I talked about the importance of having a plan if you want to develop an elite sales team. The first part of that plan should list specific actions you can take in the next 90 days to improve your teams overall performance.
This might include showing your consistently poor performers to a clear crossroad: […]
Define Your Company’s Best Practices at Each Step of the Buying Process
A growth-oriented 10-year old telecommunications company with 350 salespeople worldwide had achieved a successful start-up by targeting a market niche with a quality product at […]
Are you directive, or supportive? A bottom-line driver? Or a cheerleader type? A coach?
Hopefully, you are a combination of all of the above. Being flexible is the key, and your flexibility needs to be rep-specific.
Consider the skill and will of an individual salesperson. What does this rep lack: skill, will, or both? Once you have […]
“The Single Biggest Sales Mistake”
Identify the 4 Stages of Buying to Increase Sales
September 19, 2011 – Reno, NV – More companies are increasing the quotas for sales people while win rates on new business are at an all-time low. Meanwhile, sales people are faced with an ever-changing landscape including increased product offerings from competitors, the […]
Most sales managers I know have a love-hate relationship with the prima donnas on their sales teams. They love the star player’s passion and hard work. They hate the self-centered behaviors that demoralize or discourage the rest of the team.
This puts the sales manager in a quandary. If they come down too hard, the prima […]