Our sales management training program is more comprehensive than other sales management training programs. Other sales management training companies focus on a few aspects of the sales managers’ role, such as how to coach the sales process and how to hire salespeople. While our sales management training program also includes these necessary modules, we provide … Read full article
Untrained sales managers become high-paid, administrative assistants to the salespeople. Untrained sales managers think that if they solve the problems salespeople bring to them, the reps will automatically sell more. Not true. Sales managers need to expect salespeople to solve their own problems. When a salesperson comes to the manager with “a monkey on his … Read full article
For many salespeople, attempting to obtain referrals can be frustrating and unproductive. Customers often provide either poor referrals or none at all. Many salespeople underestimate the risk that buyers feel when they’re asked to supply referrals: you’re asking your customer to put their personal credibility on the line. Another difficulty is that your customer may … Read full article
In preparing to negotiate you need to figure out what you want from the negotiations and how flexible you’re willing to be on each of your selling points. Then, for each item, develop an explanation that justifies the position you desire. Being prepared to make the right concessions—those that cost you little, but give your … Read full article
Treat any vague response as an early warning signal. Remember, many unsatisfied customers would rather flee than fight. Complaining takes time and complaints are often ignored, so customers think, “Why bother?” Customers often hide their unhappiness by responding to a salesperson’s questions in a nonspecific way. You’ve probably done the same thing in other circumstances. … Read full article
Are there any barriers to great sales performance that your organization has created for you? If so, how can you remove the obstacles? One way is to improve your energy and desire to excel. Remember, the speed of the leader determines the rate of the pack. A few more successful strategies include: 1) Pay more … Read full article
A sales team typically consists of a few leaders and lots of followers. So does a ranch, where the herd follows along behind the one cow with a bell around its neck. Many salespeople, especially those with less experience, emulate the example of the bell cows on your sales team. If one of your bell … Read full article
At TopLine Leadership, we solve problems that are unique to sales managers. Our sales management training program solves the problems sales managers have that often prevent them from becoming great sales coaches. We combine the “how-to” skills that you would expect such as coaching, communicating and motivating the team; with the self-management skills that sales … Read full article
Buy-Learning Process consists of four stages with each stage made up of two steps. The four stages are: 1) Determining a Need 2) Finding the Best Solution 3) Committing to Buy 4) Evaluating the Outcome For the sake of simplicity these four stages can be named Need, Learn, Buy and Value. The effective sales person … Read full article
Think of your top salesperson… what specific behaviors does he/she do that contributes to sales success? For example, “makes at least five new business prospecting calls every day.” Then, what attitudinal qualities does he/she have which contributes to success? For example, “attempts to solve problems before seeking help.” Make a list of behaviors and activities … Read full article