sales coaching
63+ open-ended questions for your sales coaching
Great sales coaches are the critical multiplier for sales performance, and open-ended questions are one of the most powerful tools in the coaching toolbox.
How companies set up their managers to fail at coaching
I was talking with a worldwide head of sales and their sales enablement team. They said they want their managers to start proactively coaching effectively and consistently. Throughout the conversation, everyone kept making a similar comment. “WE WANT ALL MANAGERS TO COACH 70% OF THE TIME.”
Did your buyer say what your salesperson heard? Probably not.
In theory, conversation is easy. Humans are built for it. I say something, you hear it and respond, and I hear your response. We exchange information and both of us walk away understanding each other better.
How to control your salespeople’s results and drive excellence by letting go
The quest to control everything comes at a great cost. Learn how to expand your influence by giving up control.
Coaching - the critical sales management skill?
Successful sales managers must master a range of important skills. They need to make sure that they recruit the right people and help them to realise their potential, encourage their teams to follow and contribute to the organisation’s learned best practices, ensure that opportunities are well-qualified, that pipelines are well managed and that forecasts are consistently accurate.
Don’t Let the Uncontrollable Control
Some of you know that I am a golf fanatic. I love the walk through nature, the camaraderie of my golf buddies, and the competition it provides me against the course.
