QUICK TAKES ON SALES COACHING
As a sales manager, you wear many hats. You assign accounts to your reps, you resolve interpersonal squabbles and you report numbers to the top dog in the corner office.
If there’s one group of employees in any organization that feels routinely stressed and unable to finish all the tasks on their to-do lists, it’s sales managers. In most organizations, sales managers take training and learn how to optimize the time they spend on each task.
Sales teams who coach their sales reps on developing their skills, improving their mindset and boosting their motivation have a 15% performance advantage over those who do not, according to research from the Sales Management Association. But most sales team fail to realize these benefits through their current 1‑on‑1 coaching sessions. This 15-minute presentation from the virtual stage of Selling Power's Sales 3.0 Conference gives you the highlights of what sales microcoaching is and how it will help you achieve that 15% lift by having your rep spend just 2 minutes a day.
It may be time to review your reps’ communication with prospects and realize that buzzwords obstruct a clear message.
A high-performance sales culture is common among companies that retain employees, continuously meet sales quotas and have fun along the way.
How did your team perform while selling under the restrictions of the pandemic? If you responded with a shrug of the shoulders, then you are in the mainstream.
Over the past three decades, Don Long has founded or co-founded six different companies to total over $100 million dollars in lifetime revenue. The last company he built went into the top 1,000 companies in the United States in that particular industry. He is the author of two books The Blueprint of God and the international bestselling book Sell or Don’t Eat. In this episode, we discuss: how to find Impact Areas that need addressing; COVID-19 Communication frequency and style changes internal and external; incremental improvements over 12 months vs. once-a-year fixes; and how to create “Aliveness” in all your employees.
We have biases and habits that can make listening more or less productive and that can help or hurt our sales performance.
When you talk with your sales reps, you know exactly what you mean. But they don’t always get what you're talking about, and that’s why you need to build better communication with your sales team.
Many business gurus claim there are only two critical functions in a well-run organization: product development and sales. You may have product development skills, but in order to succeed, you need to be building great sales team for your small business.