Categories: Sales Coaching Tools | Sales Transformation
If you're wrapping up a quarter, assessing the success of a recent initiative or working to prioritize sales execution challenges, one thing is certain — you've got numbers to hit. In these situations, sales leaders are either focused on maintaining and scaling growth or quickly fixing what’s not working, so they can turn things around. If you're in a similar situation, here are five ways you can enable your sales organization to drive and scale success.
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Categories: Sales Coaching Tools | Sales Conversation
Without a repeatable sales process, you don’t have the ability to qualify, advance, and close opportunities consistently. As a sales leader, are you struggling with these pain points? Reps taking shortcuts Losing deals to the dreaded “Do Nothing” Sales cycles that take too long
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Categories: Sales Coaching Tools
Coaching your salespeople to success is a fundamental component of being a great sales leader. Providing constructive and consistent feedback can make the difference between a team of underperforming reps and one that is exceeding quota. Don’t just tell your reps what to do in their sales calls. Join them and use the time after the call as an opportunity to reinforce key value-based selling fundamentals. Here are six questions that will help you provide effective feedback after a sales call.
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Categories: MEDDICC | Sales Coaching Tools | Sales Process
Every customer loves to be led, if you take them to a place they can’t get to on their own. Many salespeople understand the importance of aligning their sales process with the buyer, but often struggle with maintaining control of the sale. These two concepts, aligning to the buyer and facilitating the sale, are not mutually exclusive. The least effective sales are those where the rep and the client are fighting for the steering wheel. A driven, goal-oriented sale occurs when a seller establishes a partnership where both parties learn and benefit from one another.
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Categories: Sales Coaching Tools | Talent Management
As a sales manager, one of the most important roles you play is that of a sales coach.You’re responsible for the ongoing development and success of your team. You coach your sales reps to success not just by reinforcing their quarterly numbers, but rather by helping to coach them in executing the processes to achieve the numbers. Even if you have had your own successful sales career, you may still find it difficult to coach others and mentor effectively. Here are five ways to become a better sales coach: 1. Know Your Team
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Categories: Adoption and Reinforcement | Sales Coaching Tools
If your sales organization spent more time selling, how would that affect your sales revenue numbers? Often, salespeople and front-line managers get bogged down in forecasts, reviews, hiring and recruiting. In fact McKinsey Global reports that salespeople spend less than half their day selling. (This infographic provides a good summary). One of the most common sales challenges for leaders is ensuring that their sales team is spending their time where they should be -- building and converting pipeline into deals. Here are four ways you can keep your sales team focused on selling.
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