To achieve meaningful and significant improvement in your sales team, you must spend more time coaching your salespeople. Trouble is, there are so many barriers that prevent effective coaching from happening. Here’s a 5-point plan (sound familiar?) for overcoming these barriers and significantly improving your sales team’s performance. Adopt the sales leadership mindset. Many of … Read full article
Have you ever considered what made you successful when you were a salesperson? You were, and still likely are, action-oriented, decisive, and adept at problem solving. These sales attributes were rewarded as a salesperson – and then you got promoted and everything changed. Except – perhaps – you. Now I ask you to consider – … Read full article
Recently I was working with a group of sales managers and I posed this question- When you arrive at your office on a typical day what would you say is your #1 priority? Some of the answers I received were Reacting to my boss i.e. answering questions, following directives, etc. Prioritizing my day according to … Read full article
I often get asked about coaching millenials—the youngest members of the sales force (under age 34), who are the fastest growing segment in today’s workforce. While sweeping statements about an entire generation can never be 100% true for any individual, there are a few factors that do separate millennial salespeople from both Baby Boomers and … Read full article
Communicating clearly to your salespeople the specific behaviors and activities that you both want and need for sales success is essential for sales coaching. Here’s a quick exercise to test common understanding. Send out an email to your sales team and ask, “In regards to the first meeting with a new prospect, what specific behaviors … Read full article
When we ask the participants in our training courses what “bad sales coaching” would look like, there is no shortage of answers. “Having inconsistent standards” …. “Tell you the problem but don’t help you work through the solution” … “Care only about results and not how we get them” … “Make you do exactly what … Read full article