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Could personalized coaching be the game-changer your sales team needs? Join us in this episode with Tony Cross, CEO of Growth Matters International. Tony has embarked on an incredible mission to elevate the performance of over one million sales professionals by focusing on the empowerment of sales managers and leaders. Discover how Tony's personal journey, including his bold move to Mauritius to expand his business, has fueled his passion for driving success across companies, communities, and families.
This chapter examines the increasing demand for coaching among sales professionals, driven by their need for personalized guidance and support. Modern salespeople prefer individualized coaching over public critiques and are pushing their organizations to provide it. The conversation also highlights the inefficacy of traditional training methods and the critical role of coaching in reinforcing learning. Additionally, the importance of recognizing patterns in data is explored, emphasizing how effective coaching involves guiding sales professionals to their own conclusions, enhancing their commitment and execution. The chapter concludes with insights into how managers can utilize data and ask the right questions to foster better decision-making and ownership among their teams.
This chapter explores the transformation of information into actionable insights within the context of sales management. The critical process of moving from raw data to meaningful patterns and then translating those patterns into concrete actions is discussed. Emphasis is placed on the necessity of consistent questioning to identify patterns, the importance of a coherent sales methodology, and the role of a coaching mindset focused on asking rather than telling. Additionally, the importance of accountability in effective sales coaching and management is highlighted. Through a structured approach involving consistent frameworks and clear action steps, the full potential of sales teams can be unlocked.
This chapter explores the essential components of driving accountability and performance within a sales team, focusing on the importance of crystal clear expectations, measurable outcomes, developmental feedback, and consequences or incentives. How these elements, based on a formula from the International Society for Performance Improvement, create a framework that aligns accountability with performance is discussed. Additionally, the qualities of an effective sales leader are highlighted, emphasizing the need for balance—balancing energy with calmness, autonomy with accountability, and authenticity with resilience. The chapter concludes by reflecting on the impactful traits of great sales leaders, who balance investment in their teams with the willingness to admit they don't have all the answers.
Paul Fuller’s stated mission is to help others maximize their gifts by using his.
Paul has been a pioneer in the sales process and training, sales as a service, content marketing and CRM. As a previous founder and owner of multiple successful growth organizations in these spaces, Paul has effectively trained and led sales and marketing teams across the world to focus on and achieve dynamic growth.
He firmly believes sales is defined best in three categories:
• Service - helping other get what they need
• Leadership - guiding others toward their vision
• Wayfinding - navigating the path to success together
He is firmly committed to elevating the sales profession through coaching, leading, and empowering others through systems that enable strong performance.
Currently Paul leads revenue growth at Membrain.com - the top sales effectiveness CRM in the world. Working with his team, and a group of over 100 top sales consultant organizations across the globe, they are focused at creating scalable growth through sales excellence in companies and teams in over 80 countries.
Schedule a call with him here.
Find out more about Paul Fuller on LinkedIn
From north to south, east to west, Membrain has thousands of happy clients all over the world.
