The Coaching Effect Blog

More "Ah Ha" Moments from the Sales Management Summit

Posted by Kristi Shoemaker

November 10, 2010

Our Fall 2010 Sales Leadership and Coaching Strategies Summit was deemed a success by the attendees.  Over 90%  said "they would definitely recommend the Summit to a colleague".

There was a powerful exchange of ideas and best practices between this group of executive sales managers.  Here are a few more ideas that were shared!

Coach coaches privately, not in front of his/her reps.

When you are going to coach one of your Sales Managers during a sales call wth a rep, remember, you can't provide feedback if your were active during the call.  Stay quite.

Be sure to organize a collaborative sales call ahead of time. Determine roles before going into the call.

Be careful not to devalue a sales rep with your presence during a call. Keep the focus on them and position them as the expert.

Ask your sales reps to coach themselves after a call versus telling them what they did right/wrong. They will learn on a much deeper level if they take ownership of the evaluation process.

Remember that you are one of the most important people in your sales reps' lives. You impact how they feel about themselves.

Coach by example. Have your Sales Manager watch how you coach a sales rep. IMPORTANT Make sure you let the rep know who is giving them feedback and why so they don't feel worried.

When coaching to change a behavior, do that exact behavior to your Sales Manager and then ask him/her what it feels like to be talked to that way.  They will get the point!

Make sure your Sales Managers understand the difference between "coaching" and "telling".

To help your sales reps become a better closer, spend time training them on the opening.  The most important step in the sales process is the needs analysis stage.

To help your sales reps do a better job solution selling, spend time on helping them understand what the customer's challenges are.

Read more "Ah Ha" moments and sales management best practice tips from the Fall 2010 Summit.

Sales Leadership and Sales Coaching Training

Be sure to mark your calendars for the Spring Sales Leadership and Coaching Strategies Summit.  April 7-8, 2011 in Scottsdale, AZ. Email Will Kloefkorn for details and to pre-register.  wkloefkorn@ecsellinstitute.

In the meantime, don't stop learning and sharing!  Let's hear about your most important "Ah Ha" moments in sales.

Topics: executive sales management, Sales Management Summit, sales coaching, sales leadership best practices

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