Why is Your Sales Rep Failing?20180313005829
Why is Your Sales Rep Failing?
xPotential SellingMarch 13, 2018coaching, hiring, sales, sales management, sales training, salespeople0 comments
Why is your sales rep failing? Our research shows that there are many reasons why a sales rep fails to achieve their quota. For the purpose of this ar...
7 MORE Qualities of a Great Sales Coach20180222185604
7 MORE Qualities of a Great Sales Coach
xPotential SellingFebruary 22, 2018coaching, sales, sales coaching, sales leadership, sales management, sales manager, salespeople0 comments
This is a follow-up article to 7 Qualities of a Great Sales Coach. Here are seven more qualities to help you become a great sales coach: 1. They know ...
7 Qualities of a Great Sales Coach20180206192452
7 Qualities of a Great Sales Coach
xPotential SellingFebruary 6, 2018coaching, sales, sales coaching, sales management, sales process, sales training0 comments
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’...
4 Smart Ways to Coach Your Sales Reps on a Sales Call20161214010749
4 Smart Ways to Coach Your Sales Reps on a Sales Call
xPotential SellingDecember 14, 2016coaching, sales, sales coaching, sales management, sales manager, sales process0 comments
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 co...
5 Steps to Holding Your Salespeople Accountable20161019125530
5 Steps to Holding Your Salespeople Accountable
xPotential SellingOctober 19, 2016accountability, coaching, HR, leadership, sales, sales management0 comments
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 Sa...
6 Questions To Ask Before Terminating A Sales Rep20160715080057
6 Questions To Ask Before Terminating A Sales Rep
xPotential SellingJuly 15, 2016business, coaching, Management, sales tips, salespeople, termination0 comments
Objectively evaluate the source of the problem while you consider terminating a salesperson that is not meeting their sales goals. Got a salesperson t...
10 Reasons Why Most Sales Training Doesn’t Work20160711080007
10 Reasons Why Most Sales Training Doesn’t Work
xPotential SellingJuly 11, 2016coaching, Management, sales manager, sales tips, sales training, salespeople0 comments
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 tr...
6 Questions To Help You Sell Like a Champion20160709080055
6 Questions To Help You Sell Like a Champion
xPotential SellingJuly 9, 2016coaching, Questions, sales, sales process, sales tips, sales training, salespeople0 comments
Drive more sales with these consultative selling questions that draw out the buyers needs, desires and wishes. Asking good questions gets you the buye...
7 Proven Ways to Differentiate Yourself from Your Competitors20160630080042
7 Proven Ways to Differentiate Yourself from Your Competitors
xPotential SellingJune 30, 2016coaching, differentiate, sales, sales tips, sales training, salespeople0 comments
Overcome sales resistance and differentiate yourself using any one of these seven forms of validation. How do you differentiate yourself from your com...
7 Things Smart Sales Managers Do When Coaching Sales Reps20160622080013
7 Things Smart Sales Managers Do When Coaching Sales Reps
xPotential SellingJune 22, 2016coaching, leadership, Management, sales, sales training, salespeople0 comments
Coaching sales reps is a fundamental task of sales management. Follow these guidelines to improve your performance as a sales coach. Great Sales Manag...