sales coaching
Should You Coach That Salesperson, Or Fire Them?
The sales profession is not for the faint of heart. There comes a time in nearly every salesperson’s life when they wonder if they’re really cut out for this work. And there comes a time in nearly every sales leader’s life when they wonder if someone on their team is really cut out for the work.
What Should I Talk To My Manager About?
Most sales managers in complex B2B sales believe they are coaching their teams. Most salespeople don’t feel like they are being coached. Often, salespeople feel like it’s up to them to get the help they need, but they don’t really know what they need. It’s a no-win on both sides, and leaves many salespeople asking: “What should I actually be talking to my manager about?”
Seven Ways To Sharpen Sales Coaching with AI
Even with all the technology that has rolled out in the past few years, coaching is still the critical multiplier in complex sales. It’s still the hinge point on which your sales team grows or stagnates. And the good news is: AI can help your coaches do a better job of it. Let’s look at how.
The Future of Complex Sales Belongs To Those Who Elevate Others
Here we are at the cusp of a New Year. A time when many of us make resolutions, set goals, and develop annual plans.
Structure: The Missing Ingredient in How We Support Sales Coaching
We know that sales coaching is important. Leadership often calls it the “critical multiplier” and complains when sales managers aren’t doing enough of it. Companies hire outside coaches to help build our teams up. I’ve done all of these things myself. But where is the structure we need to ensure sales managers know how to do it, when to do it, with whom and why, and are equipped to do it effectively?
Urgency Alignment
Recently, I was having a conversation with a group of sellers about ICPs and qualification. During the conversation, we were trying to refine their targeting and qualification. They were relatively sophisticated, but something wasn’t quite working as effectively as they hoped.
