Sales Coaching Blog

Ah Ha Moments!: Sales Manager Tips from the Summit

Posted by Kristi Shoemaker

October 11, 2011

Enjoy these sales management tips from the Fall 2011 Sales Coaching Summit. Simple reminders on how to do things better and with more impact.

-          We as VP Sales need to remember to develop our Sales Managers if we want to keep them around.

-          Coaching happens before the rep gets in front of the customer.

-          Be present in the moment. Turn off your email when you are on a conference call or on the phone.

-          Coaching well done = staff enjoys spending time with your versus dreading it.Sales Coaching Summit

-          Coaching is no longer an activity, it is your strategic role.

-          You can know your business but still fail if you can’t coach and lead.

-          If you put the right people in the right seats, 80% of your problems go away

-          Declare war on mediocrity.

-          Past performance is not guarantee to future performance.

-          If you have made a wrong hire, get that person out fast rather than trying to fix the situation.

-          After you have made a wrong hire, identify what you missed in the interview process and then add that step into the screening process.

-          When you hire right, you can spend your time developing the team rather than fixing problems.

-          Put the formal assessment at the beginning of the screening process. It will save you time in the long run.

-          Don’t skip screening steps with anyone, even someone you know.

-          Don’t let feelings play into forecasting.

-          Don’t forget to coach your top sales reps. Better to get 10% from a $10 million producer than a $1 million producer.

-          Have your top sales reps mentor your new and/or developing sales reps.

-          Your interactions with people determine your success or failure.

-          Figure out your company’s purpose.

-          Your people are your legacy.

-          People will forget what you do and what you say but they will never forget how you made them feel.

-          Focus on enabling the distributed intelligence of the organization.

-          The power is in the collective.

-          Management brings results. Leadership brings growth.

-          When the formal assessment says not to hire the person but you still do, 75% of the time, that person fails within the first six months.

 

The Spring 2012 Sales Coaching Summit is scheduled for April 11-12 in Austin, TX.  Learn more and get on the early bird invitation list. CLICK HERE

Topics: Sales Coaching Summit

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