The Coaching Effect Blog

The Coaching Effect Blog

    5 Main Dysfunctions of a Sales Team

    by Kristi Shoemaker / September 2, 2011

    On Monday, Tony Cole, was our featured instructor at our monthly sales mangement webinar series. Tony shared best practices to address the five most common dysfunctions of a sales team. Here are a few highlights from the webinar.  Leave a comment with your name and email and we will send you a copy of the ppt deck.Tony Cole sales management webinar instuctor for sales managers

    The 5 dysfunctions of a Sales Team:
    1. Lack of Performance Management

    2. Motivation That Doesn‘t Work

    3. Ineffective Coaching

    4. Recruiting the Wrong People

    5. Lack of Mentoring

    People who are great at Performance Management have these traits:

    • Doesn't accept mediocrity
      No need for approval from sales people
      Takes responsibility
      Manages behavior
      Asks questions
      Manages the pipeline
      Record collection
      Support accountability

    Someone who is great at motiving people has these traits:

    • Has goals and a plan
      Know what motivates each individual sales person
      Gives recognition
      Has a strong self image
      Is able to create rapport and bond with people
      Runs effective sales meetings (Read "Signs Your Meeting Is A Waste of Time")
      Doesn't accept mediocrity
      Takes responsibility 

    Traits of good sales coach:

    • Debriefs effectively
      Handles joint sales calls effectively
      Asks Questions
      No need for approval from salespeople
      Doesn't rescue the sales person
      Has a selling system

    (To learn how to be more effective in the three most important interactions with your sales reps 1) pre-call coaching session 2)post-call coaching session 3) your role in the actual sales call, be sure to attend our 6 Pillars of Sales Productivity Management Workshop on October 4 in Atlanta)

    Traits of a strong mentor:

    • Strong Self Image
      Effective when asking questions (Read "Connecting Is The First Step To Coaching")
      Effective at handling people
      Good listening skills
      Doesn't accept mediocrity
      Takes responsibility
      Flexible thinker
      Has a selling system
      Knows why people buy
      Knows how people buy
      Effective at getting commitments
      Consistently coaches and debriefs

    A great best practice was the "Five Minute Interview". Use it with your top sales canidates before you make your final decision.

    Leave a comment with your name and email and we will send you a copy of the powerpoint slides.

     ***********************************************************
    Tony Cole

    Anthony Cole Training Group delivers leadership development, sales management and sales training to companies in order to help drive consistent and predictable sales results. Tony Cole was an instructor at the EcSELL Institute spring 2011 6 Pillars of Sales Productivity Workshop

     
    www.anthonycoletraining.com


     

    Tags: Talent Identification/Acquisition

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    Kristi Shoemaker

    Kristi Shoemaker

    Kristi is a marketing communications and public relations expert with over 30+ years of experience in a variety of industries. She was an integral part of EcSell's go-to-market strategy and execution from 2008 - 2012. Kristi enjoys taking a holistic approach by integrating all the key marketing disciplines to create synergies that generate maximum results. She is currently the president of KLS Consulting in Lincoln, Nebraska.

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