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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Categories: Sales Coaching Tools
When it comes to running a sales organization, no one can afford to waste time. High-performing leaders focus where they can provide the most value to their sales reps, before, during, and after sales activities. The best sales leaders see through the clutter to identify those high-impact opportunities.Here are three ways you can add more value for your sales reps.
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Categories: Opportunity Reviews | Sales Coaching Tools
Providing constructive and consistent feedback is an important part of coaching your sales reps to success. Being an effective sales coach and understanding how to give productive feedback and drive success on your teams takes practice.
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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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