sales coaching
Sales Effectiveness: 3 signs you are not speaking to decision makers
At the very beginning of the sales process, it is very important to understand who the decision makers are in the purchasing process. Sales people should never start the discussion with a buyer in the purchasing department.
What Are You? Sales Coach, Rescuer or Critic?
Do this now: Go to one of your people and ask them for one thing they need help with, and then spend 3 minutes coaching them on that thing.
When you’re done, ask them how you did. Ask them about your coaching style. Ask them how useful those 3 minutes were and how they will use the information you shared to fix the thing they needed help with. Do you like the feedback you’re getting?
Sales leadership: the coaching imperative
For sales managers, developing others abilities is even more important today than it ever has been. Indeed, it's the emotional competence most frequently found among those at the top of the field. This is a person-to-person art, and the effectiveness of counseling hinges on empathy and the ability to focus on our own feelings and share them.
“Checking in” is not a next step!
For those of you that know me, this won’t be a stunning confession, but I really struggle with my impatience. I try to rein it in–I’ve stopped tapping my pen, incessantly, on tables in meetings (though my legs are bouncing up and down under the table). I’ve learned to count to 10–well maybe 100, before jumping in on a review. But my tolerance level for waiting is virtually non-existent.
5 tips to high performance sales coaching
One of the most important aspects in high performing sales organizations is sales managers’ ability to coach and give effective feedback. This was one of the main findings in ProSales research, “Performance management in B2B sales.” But how can sales managers coach and give feedback effectively? Here are 5 tips to get the best out of your sales performance coaching efforts.
Sales pipeline reviews – time sink or foundation for creative sales coaching?
The sales pipeline review is a crucial activity for sales management. Done correctly, it helps produce accurate forecasts, drive accountability and prevent deals from stalling.
