Why Many Top Salespeople Don’t Get Better

Top Salespeople-Topline Sales Management Training

Whenever I ask sales managers to describe their approach to coaching their highest producers, they almost uniformly have the same answer: hands-off! They tell me: “I may get involved when a big deal is nearing to close, but otherwise if a peak producer is doing well, why would I want to mess with a good … Read full article

Motivation Coaching: Mastering the 1-on-1 Sales Coaching Conversation

TopLine Leadership Sales Management Training

One of the biggest issues that sales managers struggle with is sales rep motivation. Perhaps that’s why sales managers often ask me, “what can I say or do to get my salespeople more focused on achieving their sales goals?”

Personal motivators differ from one salesperson to another. There is typically a primary motivator and a secondary one for each sales rep on your team. Once you understand a person’s motivators you’ll want to incorporate them into your 1 on 1 conversations and other interactions.

As a start, before your meeting with your salesperson ask him/her to identify their “money goal” for the next 12 months, and what they need to sell in order to hit their money goal. Then during the conversation:

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Strategies for Defeating Your #1 Competitor

The # 1 competitor you face today isn’t another company. It’s the customer’s decision to do nothing, to make no change at all. You can hear your #1 competitor talking, every time a prospect voices a value objection. Objections like “I can’t afford it,” “It’s not a priority,” It’s not in our budget, “ “We … Read full article