sales coaching
10 Questions That Build Trust and Make People Coachable, Accountable, and Engaged
Ever wonder why people are resistant to coaching? Do you feel like people are telling you what they think you want to hear? The fact is, your people are scared of you; and coaching. If you want a team of coachable sales champions, here are ten critical questions every manager needs to ask to ensure people understand your positive intentions and the benefits of coaching, or run the risk of having your people hide from you.
Your Customers Aren’t Buying Your Product, So Why Do You Keep Selling It?
I’ve been sitting in a lot of deal reviews recently. The clients are in varied businesses, ranging from software technologies, medical devices, capital equipment, electronic components, financial services, and so forth.
Don’t be a sales TERMINATOR – qualify rather than judge your prospects
Boxers can lose a fight before they even get in the ring. So can salespeople. A sale can be lost before you even step into the selling ring. It all starts with your perception of your prospects.
The coaching conversation managers must have to ensure salespeople achieve their goals
Sales quotas are set, but is there alignment, buy-in, commitment and a bulletproof strategy to achieve them? Are you certain your sales team has the skills, messaging, fearless attitude, self-accountability, time management strategy, and structure to thrive? An are they excited about what they can achieve this year?
Coaching the uncoachable
Recently, I had the honor of participating in a webcast on coaching, with Lori Richardson, Jason Jordan, and Mike Kunkle. A question that rarely comes up was, “What do you do if a person is uncoachable?”
More coaching, even poor coaching, is better than none
I cannot stress enough the importance of sales manager coaching and doing it a bunch. I have stats to back me up. Check out this data curated by Objective Management Group on about 5,500 managers and their teams.
