Categories: Sales Coaching Tools
The return of college football surely has many of you breaking out the team colors, planning your tailgates, and scheduling your Saturdays around kickoff. It also gives us a reason to dig up this story we caught last year featuring Nick Saban and his Alabama Crimson Tide on 60 Minutes. It’s a behind-the-scenes look at why Saban has been so successful at Alabama. His coaching methods earned him three National Championships and the highest salary in the game. No matter your college football allegiance, you can’t deny Saban’s success. The lesson we took from this 60 Minutes profile comes three and a half minutes in the story.
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Categories: Adoption and Reinforcement | Sales Coaching Tools
Providing constructive feedback to your sales team is an integral component of being a sales leader. As a sales manager, you're charged with training, motivating and counseling sales professionals on a daily basis. Your sales team members look to you for professional development, and expect you to prepare them for achieving success by providing the necessary resources, guidance and knowledge.
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Categories: Sales Coaching Tools | Sales Transformation
Seller Deficit Disorder is a well understood concept by any Force Management client. It's the age-old fact that there are two sales behaviors that drive clients absolutely crazy. Often, buyers assume these two things about salespeople: You don't understand my business You don't listen These are undisputable truths that are critical for sales leaders to understand. Coaching and developing your sales talent to address these assumed traits could make or break your team’s individual and collective success.
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Categories: Sales Coaching Tools | Sales Conversation
Effectively coaching your salespeople through the customer conversation can mean the difference between a great win and a lost opportunity. Sitting in on sales calls can help you, as a sales leader, reinforce new methodologies and coach your reps to continually uncover customer needs and attach their solution to the largest business issue. When debriefing a sales call:
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Categories: Sales Coaching Tools | Sales Conversation
New research from Forrester shows greener sales reps may have an edge on veteran sales reps thanks to the new B2B buying process. When asked to rank (in order of importance) the five steps to conducting a successful sales meeting, salespeople with less than five years of experience answered nearly as correctly as those with 11+ years of experience, suggesting that the knowledge gap between the two groups is small.
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Categories: Sales Coaching Tools | Sales Planning
A predictable sales planning process gives sales managers the ability to control the critical few high-performance sales activities that make a difference to sellers and the entire sales team. A great sales plan should provide sales leaders with clear and real-time visibility into the performance of their sales organization.
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