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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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 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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