sales coaching
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?
Understanding motivation at different levels
It's said that the human species has risen to the top of the food chain because we have the ability to ask "why" and solve problems in teams. In complex sales especially - mastering the art of finding the why and collaborating is key to success.
5 ways to shorten your b2b sales cycle
Shortening the sales cycle has become a priority for companies working with b2b sales in recent years. And rightly so, the more time that passes by, the more difficult it can become to close opportunities.
Motivation…Also a Sales Manager’s Job
Over the years I have heard from numerous CEOs and sales managers alike that believe that they should not have to help motivate their people to do their jobs. They believe that if they just hired “highly motivated” people they can just let them go. Well I say “Good luck with that.”
3 out of 4 companies are taking the wrong approach to sales coaching
As you can imagine, I get to speak to a fair number of B2B-focused CEOs and sales leaders - and I can’t recall any of them ever disagreeing with the principle that effective sales coaching is an absolutely critical skill for first-line sales management.
