Categories: Sales Coaching Tools
The other day I was working with a seller who was a little frustrated with how hard it is to get people on the phone. He told me about a prospect who was furious when she realized she was on the other end of a cold call. The prospect yelled, “Are you really cold calling me right now? Why would you waste your time and more importantly why would you attempt to waste my time?!” The seller asked me if I could believe that someone would be so rude and my answer was an emphatic YES! I asked the seller, “What was your answer to the prospect?” There was a bit of a pause, so I interjected, “There is your answer”.
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Categories: Sales Coaching Tools | Sales Transformation
Anyone who has led a sales team knows that training doesn't instantly right the course in your sales organization. However, a focus on improving and executing on sales fundamentals can help even the most experienced account teams. The challenge is that training initiatives are often hefty investments, especially if you are leading a large sales team. If there's one thing you need to do, it's to ensure that your sales enablement initiatives are bringing the intended results. Achieving those goals begins with creating the right training initiative.
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Categories: Sales Coaching Tools | Sales Planning
In the sales training industry the question, "Who does this line of work?" may be answered with, "a good many". There are dozens, if not hundreds, of sales training organizations out there who help clients become more successful. These training groups are used by companies in the hopes of improving sales performance, building a stronger team, and ultimately increasing revenue. It's as simple as that. But, how does an organization know which partner to choose? Below are critical points that any sales organization should prioritize when seeking to hire a partner to train their sales organization:
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Categories: Sales Coaching Tools | Sales Transformation
When it comes to a sales training program, top leadership typically has a clear understanding of what they want the program to accomplish. Unfortunately and all too often, these goals can turn into misguided directives for front-line managers and their sales reps. Those edicts often create a team that's good at gaming the system, rather than driving true sales results.
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Categories: Sales Coaching Tools
There have been so many times in my life when I’ve admired the resiliency in others. The ability to recover quickly despite loss, hardship, or other difficulties is no easy feat. The quality is not to be underestimated. This past year showed me my own resiliency. 2017 was a difficult year for me. I experienced personal loss of family and friends which took the wind out of my sails. Even in their final days, each of these people stood in the face of incredible pain and their own mortality. It was so admirable and forced me to reflect on my own resiliency. I asked myself, “How resilient are you?” I didn’t necessarily have an answer and still don’t, but have found some clarity in reflecting on the topic recently.
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Categories: Sales Coaching Tools
Years ago at Xerox, I remember sitting at my desk late at night. In my hand, was my commission statement for the 4th quarter. This commission check would be the largest of my sales career. I absolutely blew the doors off of my business. I was the number one rep in the region for the year and I earned another trip to Hawaii. So why was I miserable?
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