Sales Coaching Blog

Sales Performance: There really is a magic bullet!

Posted by Sherri Daubert

September 11, 2014

 

Definition of magic bullet: A remedy, especially an undiscovered or hypothetical one, with wonderful or highly specific properties.   

 Does it seem sometimes in sales management that it would be nice to have a magic bullet for the sales performance of your reps?    You know the one quick answer or strategy that you could apply to everyone in your organization and always get consistent results?  Here at EcSell, we understand the way effective sales leaders coach should be unique to every individual on their team.   Still, there are certain human traits like goodness, that when condensed down to a single bullet point could have predictable results and yes be applied to likely each and every single member of your team.

 Is there really a magic bullet?

According to Lisa McLeod a leading speaker, sales consultant and author of “Selling with Noble Purpose,” there is indeed one magical game changing question when it comes to altering the sales performance of your team.    And most sales organizations miss that the greatest question of all and the one that makes the very most difference in making the sale, doesn’t come from the rep, but instead from you the sales manager.     If you can remember to ask this one thing of your reps, it will transform the way in which they approach the call.   So here it is:

 

 How will this customer be different as a result of doing business with us?  

                                 

 Why the magic bullet works:

So that’s it?  Simple enough right?   But you have to consider the thought process that begins to happen inside that person each and every time that question is posed.   They begin operating and thinking from a much higher, more altruistic place.   Questions start to come to mind like:

  • How might I best impact this client?
  • How might what I am proposing make my client more efficient or effective
  • How will my product be different than my competitors?
  • Is what I am proposing the best solution for this client

 Suddenly their minds are open to whole new set of possibilities based on the answer to that one simple question.   And isn’t that better than hearing

  • When is it going to close?
  • How much is it going to be worth?

 

Think from a Higher place, Sell from a higher place

If they are thinking from a higher place then they are selling from a higher place and fundamentally folks operate from goodness.   People want to believe they can help others achieve their goals and by posing the “magic bullet,” you empower he or she to be better equipped to tell their value story and ask better questions of the client on the call.    So remember, it doesn’t start with the rep learning to ask more questions, it begins with the sales manager learning how to ask GREAT questions!

 

 If you want to learn more about sales performance and how to increase that through great coaching, come to our Sales Summit in Dallas Texas on October 6th and 7th.   

 

For additional resources regarding sales performance at EcSell:


Lisa McLeod Blog http://www.mcleodandmore.com/life-on-purpose-blog/

For more sales coaching tips, subscribe to our blog:  http://www.ecsellinstitute.com/blog

 

 

Topics: coaching effectivelysales team performancesales rep peformance

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Topics: sales tools, sales rep peformance, coaching

Sales motivation: relationship with your reps

Posted by Will Kloefkorn

September 9, 2014

If an acquaintance asked you to help them move this weekend would you willingly raise your hand or might you quickly come up with a reason to opt yourself out? Likewise, if one of your good friends asked you to help them move would you willingly accept because it would make you feel good to lend a helping hand to a friend in need? When it comes to sales rep motivation and engagement do those on your team view you as an acquaintance or a good friend?

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Topics: sales management skills, sales management resources, sales motivation, sales coaching methodology

Corporate Culture: How it Affects Sales Performance

Posted by Kathy Collins

September 9, 2014

 

“If you don’t understand people, you don’t understand business.” -Simon Sinek

Corporate culture can be defined simply as, "the way we do things around here," or "it's our company's personality."  Edgar Schein, PhD, (MIT) Sloan School of Management, Cambridge, defines corporate culture as, "A pattern of shared basic assumptions that the group learned as it solved its problems that has been worded well enough to be considered valued and is passed on to new members as the correct way to perceive, think and feel in relation to those problems."  Regardless of how you define corporate culture, there is no doubt that the performance potential of a sales leadership team is elevated by the corporate alignment of employee values.

The claim that organizational culture is directly linked to increased performace is founded on the perception that good culture plays an important role in generating a competitive advantage over other similar companies.  Likewise, culture will stay linked to excellent performance only if the culture is able to adapt to changes in environmental conditions internally and externally.

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Topics: coaching effectively, Accountability Coaching, Adaptive Leadership, coaching sales reps

Coachinging Conversations: Using Powerful Questions

Posted by Sarah Wirth

September 3, 2014

In today’s blog, we continue our four-part series on coaching your reps’ mental performance.  This type of coaching drives the mental engagement of your team in order to keep their performance at its peak level.  As a reminder, in previous blogs, we introduced three key coaching principles that you can use to help improve your sales reps’ performance mentality. These principles are:

  • Creating relationships of trust with those you are coaching
  • Asking powerful questions to drive effective learning
  • Facilitating growth experiences for your team to maximize potential. 

In today’s blog, we are going to further explore the second mental coaching principle of asking powerful questions to drive effective learning.

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Topics: coaching sales people, coaching sales reps, sales coaching mindset

Sales Coaching: Are You Engaging and Elevating?

Posted by Stacia Jorgensen

September 2, 2014

 

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Sales Coaching: 8 Qualities of a Great Sales Manager and Coach

Posted by Sherri Daubert

August 28, 2014

We all remember sales managers along our career path.     Some were good, some bad and even a few were memorable.    But how many over your lifetime actually fell in the category of being a mentor coach?    The one or ones that actually made a difference in where you are today.  

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Topics: coaching effectively, coaching sales people, coaching, sales team coaching,, sales coaching methodology, sales coaching mindset

Sales Coaching Thoughts

Posted by Bill Eckstrom

August 27, 2014

There is much I could write about this week in this sales coaching blog, so as opposed to focusing on a single topic, why not touch on several topics that motivated me this week…

-When I hear sales leaders say “our new hires need industry experience”, I immediately know they are limiting their team’s performance.  This comment says they place skill over talent--big mistake.  Skills can be taught, but talent cannot. 

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Sales Manager's: Coach to more performance

Posted by Will Kloefkorn

August 26, 2014

Contrary to mostly popular opinion, a Sales Manager’s job is not to hire great people and then get out of their way. If it were, and I was a CEO, I would simply hire a great talent and acquisition staff, train my sales people, and eliminate the sales management layer entirely because they would be rendered mostly useless. At best they would be sales compliance officers and at worst they would be an in-house ask.com for sales reps. This is a bold statement, however as a talented sales producer it pains me at my core to listen to executives in sales leadership undermine the importance of the greatest resource I have – my sales manager. My sales manager’s main responsibility is to coach me, and those on our sales team to higher levels of performance that we could not attain without him or her in that management role.

For some reason this responsibility gets lost, likely due to the long staring contests with P & L sheets and pipeline metrics that have little to do with motivating sales people to sell more, although important. Or perhaps they are busy answering sales reps repetitive questions or putting out fires that could have been extinguished had they spent more time coaching and teaching their reps on an on-going basis so that they are pro-active in providing recommendations and solutions rather than reactive. And don’t get me wrong, today’s sales managers are busy, but they are busy doing things that don’t have much impact on motivating sales reps to sell more. The number one item that motivates sales people to sell more is coaching – click here to read an intriguing white paper on rep motivation.

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Topics: Sales Manager Tips, sales coaching, sales management skills, Sales Coaching Effectiveness

Coaching Conversations: Creating Trust Relationships

Posted by Sarah Wirth

August 22, 2014

A couple weeks ago, I discussed the importance of not only coaching your reps’ skills, but also coaching their mental performance. To keep your reps performing at their peak level, you have to ensure they are always mentally engaged with their work. To that end, I introduced three key coaching principles that you can use to help improve your sales reps’ performance mentality:

  • Creating relationships of trust with those you are coaching
  • Asking powerful questions to drive effective learning
  • Facilitating growth experiences for your team to maximize their potential. 

In today’s blog, we are going to further explore the first coaching principle of creating relationships of trust.

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Topics: coaching sales reps, coaching, trust

What Robin Williams Taught Us About Complexity

Posted by Kathy Collins

August 21, 2014

I loved being a student, and especially loved my classes where the focus was literature, writing and creativity.  It was my first year of college and I was placed in an honors English class at the University of Nebraska.  I was a nervous wreck on my first day. I was right to be nervous, but once I took my seat I knew I was in for a memorable moment in my educational experience.  We were empowered from the first day to be brave in our writing, in our classroom conversations with one another and in our efforts to create a piece of writing that would raise the bar on our expectations of ourselves.  It was my first experience with complexity within academics and experiencing the catalytic factor, and it would serve me very well in the years to come. It was also the same year Dead Poets Society was released, watching it now is as powerful speaking to my love of learning as it was then.

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Topics: Catalytic Factor, Complexity Theory

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