Tag: coaching

14
Dec

4 Smart Ways to Coach Your Sales Reps on a Sales Call

How often should you step in and save a sale when you’re out in the field with one of your sales reps? You need the revenue, so why not? As a sales coach, your goal is to develop your sales reps to drive and close sales on their own – not to save them every time they need you to

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19
Oct

5 Steps to Holding Your Salespeople Accountable

I received a call from a Sales Director recently who told me that his Sales Managers fail to hold their salespeople accountable. He said: “My Sales Managers are too soft on their salespeople 95% of the time and too hard on them 5% of the time.” He went on to explain that when attempting to hold their salespeople accountable, the

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15
Jul

6 Questions To Ask Before Terminating A Sales Rep

Objectively evaluate the source of the problem while you consider terminating a salesperson that is not meeting their sales goals. Got a salesperson that you might be terminating? So far you’ve tried everything to correct the situation – training, begging, threats, performance improvement plans, mentorship, etc. Still, they’re not meeting your expectations. Before making the decision to terminate a rep, ask yourself these

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11
Jul

10 Reasons Why Most Sales Training Doesn’t Work

Sales training can be highly effective. It can also fail to provide the ROI you expect. Here are ten items to help you implement a successful sales training program. You’re ready to train your sales team. They need a standardized process, universal language and defined steps to guide their efforts. The sales training firm has been selected and classes are

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9
Jul

6 Questions To Help You Sell Like a Champion

Drive more sales with these consultative selling questions that draw out the buyers needs, desires and wishes. Asking good questions gets you the buyer’s story. Poorly worded ones invoke silence and puts undo pressure on yourself. Getting the buyer to talk is critical. Getting them to share relevant information is even more important. Like a journalist, your job is to get

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30
Jun

7 Proven Ways to Differentiate Yourself from Your Competitors

Overcome sales resistance and differentiate yourself using any one of these seven forms of validation. How do you differentiate yourself from your competition? Demonstrate your credibility. Chances are good that many prospects have decided whether they buy from you very early in the sales process. So, how do you overcome an inherent lack of trust? How do you separate yourself

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22
Jun

7 Things Smart Sales Managers Do During Their Coaching Sessions

What does a productive coaching session look like with your sales rep? Follow these guidelines to improve your performance as a sales coach. Great Sales Managers leave clues as to why they have successful sales teams. When coaching salespeople one-on-one, there are consistent practices that emerge to give us insight as to what really works. I’ve assembled seven of them

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21
Jun

How Extraordinary Salespeople Outsell Their Competition

Great salespeople know that good questions aren’t enough to separate themselves from their competition. They ask their questions within a framework of logic that elevates the sales conversation and buyer experience. Here’s how you can do it too. What does it really take to win more sales over your competition? It starts with asking buyers the right questions, but within

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15
Jun

3 Tips for Sales Managers Who Have Never Been Coached

You want to be a great sales coach to your team—but what if you’ve never had a role model? Here are three great tips to get you started. One of the most common complaints from salespeople is lack of attention from their sales manager. Often, this derives from the fact that sales managers, who are expected to coach, have never

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7
Jun

8 Phrases Savvy Sales Managers Use When Coaching Sales Reps

Improve your coaching results with sales reps using these simple, yet effective phrases. How do you keep your coaching sessions from turning into debates or a lengthy conversations filled with sales rep excuses? How can you really coach them to higher levels of performance? It all starts with the words you use. Here are eight phrases smart sales leaders use

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