sales coaching
How to get your salespeople to actually listen
It’s no secret that customer focus is one of the key differentiators of highly effective sales teams. In fact, in her conversation with us last year, Tamara Schenk of CSO Insights shared that 94% of world-class sales teams work a “customer core” approach versus 39% of all respondents.
Getting Reps to Quota: A GPS for New Sales Managers
Imagine one day being dropped into an unfamiliar landscape and told you must lead a team of people to a prescribed destination. There is no map and no further instruction. To complicate matters, you must deal with a constant barrage of distractions and demands along the way.
3 Reasons Sales Managers Fail to Coach
When it comes to sales managers coaching their sellers, there is a significant gap between what companies intend to do and what they end up doing. Here’s a look at what’s going on and how to make your training dollars work as you intend.
Why self-coaching may be the next big thing for sales departments
A few weeks ago, my workout trainer suggested that I start hanging from a bar five minutes every day - a “passive” exercise. This would straighten my spine, strengthen my grip and provide some additional health benefits. I listened with every intention of doing exactly as he suggested, but when it came down to it, I didn’t actually do it.
Connecting the Dots: Sales Coaching Leads to Quota
If you want sales coaching to take root in your organization, it has to align with the real-world priorities of sales managers. So what is the top priority for a sales manager? Hitting the sales numbers is king, of course! When coaching is connected to goals and objectives, sales managers will naturally make it a top priority.
How we’re getting sales management wrong: An interview with Jason Jordan
The day that a star salesperson is promoted to sales manager is both the “best and worst day of their life,” says Jason Jordan, co-author of Cracking the Sales Management Code.
