Coaching the sales process - deal reviews

I have an obsession with strong Selling Processes. It’s an important, but misunderstood aspect of sales effectiveness. One of the things I’ve discovered as a result of my diatribes, is many sales managers really don’t know how to reinforce the sales process in their coaching and development of their sales teams. I’ve gotten a lot of questions on this topic from sales managers, and I suspect there are a lot more that are embarrassed to ask about this.

Sales metrics - 5 KPIs you must track

To improve your sales team’s efforts, you need to keep an eye on your key performance indicators (KPIs). At a first glance, measuring sales appears very simple – just look at the results, right? While it’s true that the achieved business result is easy to measure, the difficulty lies in knowing how we got there and how to improve moving forward.

How much could we sell for if we organized sales efforts better? Are we leaving money on the table? Which levers can we pull?

FOCUS – The competitive advantage for sales organizations

Sales managers work hard to transfer the success skills that made them a top producer. They deliver training and coaching on key account management, running consultative sales meetings and overcoming objections. All of the above require another selling skill that is becoming obsolete in our multi-tasking society: focus.

Qualify leads: 8 reasons to walk away

Every sales person knows how difficult it can be to walk away from a deal. That’s why 25% of all deals end up in “no decision”. So, how do you know when to walk away?

Selling Value During the Sales Cycle

According to a Forrester study, only 15% of sales people are capable of articulating their offering in terms of solving a business problem. It is clear that the skill to understand and communicate value is in need of huge improvement.

Improve sales results. Spend more time coaching, motivating and holding salespeople accountable

As you think about planning for the upcoming year, it’s likely that your thoughts turn to sales growth. Frequently, I hear from CEOs and business owners who are concerned that their sales team will again not produce the sales growth results they would like. But, frequently they aren’t willing to do anything different. Isn’t that the definition of insanity?