Sales Coaching
Anatomy of a Great Sales Manager
The times they are a-changin’ in the world of sales. Your reps may be struggling to connect with their customers virtually and may be feeling disheartened. The pressure is on you to keep coaching your reps and supporting them, while ensuring that you’re being efficient with your time and energy. With all of that in…
Read MoreWhat Has the Most Impact on a Sales Rep’s Performance?
I have spent the last 25 years singularly focused on answering one question: How do you improve a sales rep’s performance? I know there may be higher callings in life, but this is the path I’ve chosen… and this path has led me to the realization of what is the most important ingredient to not…
Read MoreBuilding Your Rep’s Capacity through Virtual Coaching
In this article, we are going to explore why much of the coaching provided in the workplace today is less effective than it could be, even now with the added pressure of most sales professionals needing to work remotely. There are many potential pitfalls along the road to a successful and effective coaching strategy, especially…
Read More7 Mistakes Preventing You from Becoming the Perfect Sales Manager
Struggling with the shift to managing your sales team virtually? Make sure you’re avoiding these 7 mistakes.
Read MoreThe Question I Get Asked in Every Sales Coaching Workshop
In the coaching workshops that I’ve led over the last twelve years, there is always a manager who asks me this question: “Why aren’t my reps open to my constructive feedback? I’m only trying to help them.” I do not doubt their sincerity or desire to help. However, that question misses the mark,…
Read More4 Highly Effective Tips for Virtually Coaching Your Sales Reps
Let me guess, you never coached your reps much when you could travel with them. Now you are stuck in your home office and you do have time to coach and you are not sure where to start. Well you are in the right place, coaching and developing reps is even easier virtually and now,…
Read More2 Tips to Help Coach Your Sales Team: What Cross-Country Skiing Can Teach Us
I’m a die-hard cross-country skier. I’ve been out 93 times so far this season. When I first started trying to conquer hills and sharp turns, I fell – a lot! It was discouraging. Then, my husband, who has been a skier since he was four and is now a skilled coach, said to me, “If…
Read MoreProspect Your Way to Selling Success – Step 4: Remove Tension
Steps one, two and three focused on navigating the obvious barriers to getting more meetings with decision makers. This next step is about addressing perhaps the most ominous challenge – one that’s never verbally communicated but is always present. Step Four: Remove the Tension In almost every interaction between seller and prospect, a certain tension…
Read MoreSales Discovery Questions: Aim at Nothing & You Will Hit It Every Time
You are sitting in a coffee shop, or maybe at your cubicle, prepping for your first prospect meeting with sales discovery questions. (At least I hope you’re prepping). You know you need to learn more about their needs, so you begin thinking about ….what?…
Read MoreSales Training Objectives: Implementing a Successful Sales Program
We’ve recently discussed the biggest pitfalls of sales training objectives, from believing sales program effectiveness relies solely on the front-line to trying to tackle too many deficiencies at once. For this last post, we’re honing in on the last, and maybe the most important, pitfall: The assumption that generic sales training strategy will work for…
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