Tag: sales management

22
Feb

7 MORE Qualities of a Great Sales Coach

This is a follow-up article to 7 Qualities of a Great Sales Coach. 1. Great sales coaches know the value of incrementalism. Sales skills develop over time if they’re going to last. Great sales coaches work on techniques continually to make lasting changes. That means the sales process provides the structure and the reps’ skills within the process will improve

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12
Feb

Hiring this Sales Rep is a BIG Mistake!

Recruiting and hiring good sales reps poses a big challenge for business leaders. They can be hard to find, hard to manage and hard to keep. There are many facets to a successful sales rep that must be considered when hiring. You must have the means to explore those traits (drive, personality, thinking patterns, decision-making capacity, etc.) to ensure you’ve

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6
Feb

7 Qualities of a Great Sales Coach

Coaching your reps is the primary function of your job. It’s the best pathway to achieving the sales quota. In this article, I list seven qualities I’ve experienced and observed of great sales coaches. 1. Great sales coaches do NOT speak in generalities, but specifics. Instead of saying, “You need to get your close ratio up”, ask “How many contacts

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2
Oct

Another 10 Revealing Interview Questions to Ask Sales Candidates

This is a follow-up to my previous article: 10 Revealing Interview Questions to Ask Sales Candidates. This article focuses on making a job comparison between your current sales job opening and the job previously held by your sales candidate. The goal is to find out how similar (or not) the job tasks required for your job compare with the job

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19
Sep

7 Questions That Reveal Why Your Sales Team is Underperforming

Why is your sales team not meeting your expectations? I ask this question to my clients on a first call to get their perceptions about why their sale team is not meeting expectations. Sometimes I get clear responses. Mostly I receive vague ones. I assembled these questions to help my clients think through some of the issues and find the

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4
Aug

7 Awesome Questions To Ask Your Sales Reps After Every Sales Call

A well-prepared sales rep always has a greater chance of landing a sale than those who aren’t. So, how should your sales reps prepare for a sales call? Start by asking them the right questions to get them thinking about their next appointment from a more strategic perspective. 1. How did you demonstrate credibility with the decision maker? What words and

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24
Jul

10 Smart Ways to Overcome the Most Common Sales Training Problems

Sales training can be highly effective. It can also fail to provide the ROI you expect. Here are 10 reasons why sales training doesn’t work, and the solutions to help you implement a successful sales training program: Problem #1: Too much content, too little time – The human brain can absorb only a certain amount of information in a day. But

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22
May

Avoid the Wandering Sales Candidate

Hiring salespeople is difficult. In this series, I identify a group of sales candidates who, when hired, fail to meet expectations. But they all have one thing on common: they interview well. You struggle when hiring good salespeople but experience frustration when they fail to meet their sales goals. Here is another example of a type of sales candidate you’ll

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15
May

Beware of Hiring the Golden Child

In this series, I identify a group of sales candidates who you might hire, but fail to meet expectations. They all have one thing on common: they interview well. You struggle to hire good salespeople but experience frustration when they fail to achieve their sales goals. Here is another example of a type of sales candidate you’ll want to avoid…

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21
Apr

Never Put This Person in a Hunter Sales Role

In this series, I identify a group of sales candidates who, when hired, fail to meet expectations. But they all have one thing in common: they interview well. You struggle to hire good salespeople but experience frustration when they fail to meet their sales goals. Here is another example of a type of sales candidate you’ll want to avoid for

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