AhHa Moments from the Summit....
Posted on Fri, Oct 15, 2010
Here are some valuable learnings from the EcSELL Institute Sales Leadership and Coaching Strategies Summit.
1. Sales Managers should spend their coaching time/effort at the front-end part of the sales cycle - the needs analysis stage - versus the end of the sales cycle - the closing call.
2. If you think your pipeline is leaking all over your bottomline, you need to call the sales management plumber - Take the Leaky Bucket Survey and find our how and where to plug the leaks!
3. Ask your Sales Reps "What are you being measured on?" and then ask your Sales Managers the same question. You might be surprised that the answers are different.
4. Ask yourself this question. "Are you teaching or are you coaching?" Do you understand the difference? Coach don't tell!
5. Sales people thrive when they are invited to collaborate on reviewing performance. Bring the team together and look at that month's sales results on a global level. Ask the team, "Where are the bottle necks? Who has success here? Ask them to share what is working for them with the group." You will be pleasantly surprised on how engaged your sales team will be!
6. Remember everyone is loyal to their best interests. When communicating objectives, comp plans, documenting requirements, etc. Be sure to frame it from their perspective and show them how it will help them!
7. You take the time to understand the unique characteristics of your children - do the same with your sales reps.
8. Don't forget to coach and lead your sales managers.
9. Watch what your sales reps do with their discretionary time. This often signals great performers versus good performers.
10. Make sure you consider personal goals, not just professional goals when putting together development plans.
11. Include an innovation component in your sales plans. This fosters creativity.
12. I can improve on my weaknesses, but it is a lot smarter to focus on my strengths.
13. You can't coach a sales call that you made.
15. In long sales cycles focus on the "little c's". A "big C" is the CLOSED SALE. The little c's are things like scheduling the next meeting with an agreed upon agenda, getting to the next level of decision maker etc.
16. To help your sales reps be better closers, spend more time training them on the opening.
17. Structure frees people up to say important things. Give them a safe platform to share their thoughts and ideas with you.
EcSELL Institute www.ecsellinstitute.com
