Sales leaders have a common objective: Help every sales rep HIT THE NUMBER!
You understand that the way a sales team is led, coached, and managed has a huge impact on how much, or how little, gets sold. The challenge is defining and supporting your sales management team in a way that allows them to always grow sales.
Have you ever caught yourself wanting the following items?
The words stare at me every day at our kitchen sink. They are engraved on a paper weight sitting right next to the faucet, so that everyone who comes to the sink to wash dishes, hands or pans reads the words of inspiration. It’s a little beaten down by time and water marks, but it sits there every single day reminding us all. When I first set it there 12 years ago, I put it there for our two...Read more
In talking with hundreds of sales managers, there are many reasons why they don’t spend more time coaching their sales teams. Sometimes they don’t know how to coach effectively. Sometimes they don’t know which coaching activities to do. Sometimes they don’t enjoy coaching as much as they enjoy other aspects of their work. Yes, there are certainly lots of reason for not coaching more. However,...Read more
Not a lot of set-up or fluff to introduce these research supporting coaching activities and behaviors. So, in that spirit, here you go… Treat everyone uniquely: There used to be a school of thought that everyone on a team has to be treated the same way, which has now proven to be a bogus approach to sales team motivation. If you have eight people on your team you have eight unique...Read more