Good sales coaches help salespeople learn how to solve their own problems, not solve the problems for them. While it could be a quick tip said in passing, great sales coaches do extensive one-on-ones with their team. These posts can help.
Sales coaching is nothing to scoff at. It gets results. Serious results.
Organizations that make coaching a priority see sales production increase 30%. With coaching, the percentage of salespeople who hit goals jumps 20% and win rates go up 25%. Bonus: Salespeople’s engagement and retention go up 20% with coaching, according to research from Saleshacker.com
Conversation can thrust a sale forward or stop it dead in the tracks.
The words you choose often determine the direction you’ll go.
Some words and phrases will build bridges. Others will build walls.
Here are 33 to avoid, why they’re conversation-killers and better things to say.
Money talks. But all that talk won’t buy you a motivated sales team.
Motivation runs deeper than numbers.
Sales leaders need ways to ignite salespeople’s inner desires to win, have fun, do better and be praised.
Salespeople like money, so you must compensate fairly, with understandable structure and predictable frequency. Beyond money, use frequently changing, motivational tactics tailored to salespeople.
These 21 ideas will deliver
Nearly everyone in sales could use motivation from time to time.
After all, sales is the most demanding, stressful job. And sometimes the rewards – closing a deal, satisfying a customer or building a new relationship – aren’t enough to stay motivated.
That’s when an inspirational word from some of the best speakers can help.
Here’s that help for days you need to be inspired from 10 of the best female motivational speakers.
Stressed? Unmotivated? Lacking inspiration? There are millions of motivational videos to help you, but who has the time to sift through them all to find “the one?”
No worries. We did it for you – compiled 11 powerful motivational videos for sales professionals to inspire you.
They’re brief (most are about four minutes; the longest is just over 10) and surely one can help with your challenge du jour.
Read, watch, share.
One characteristic of winners is they always look upon themselves as a do-it-yourself project.” Red Auerbach, the great coach of the Boston Celtics, was talking about athletes when he made that remark, but it has particular significance for salespeople.
Do-it-yourself salespeople refuse to accept the status quo, no matter how good their numbers look. When they reach one goal, they set a higher one. When they feel a slow down, they reinvigorate themselves by finding new leads.
Have you ever watched a sporting event live or on television and seen the impact of confidence? A team of lower skill can defeat a team of greater skill if its confidence is significantly higher.
Confidence is even more critical in sales. The sales professionals who have the most confidence will often walk out the winners in a competitive bidding situation, even if their price is higher or their product is not superior.
The opposite is also true. They may have the best product in the world, but if they approach their prospects with low confidence, the sale may die.
Take full responsibility for losing the customer. Failure happens. Real problem-solvers overcome reversal by finding out why they lost the account.
Research shows that within 60 days of a coaching exercise, 87% of the content is lost by your salespeople. Why?
It usually results from coaching that isn’t relevant or a lack of commitment from the sales manager. Unless the sales manager is truly committed and backs that commitment up with actions, coaching will usually fail. Salespeople will not put any effort into coaching sessions that are not seen as important by their sales managers.
Everyone talks about customer needs. It’s a phrase that’s thrown around as often as “selling value.” It’s thrown around so much, in fact, that many salespeople have become numb to it. They still spend the bulk of their presentations talking about their companies, their products and the reasons why deals must get done sooner rather than later. Customers are left scratching their heads wondering what any of that has to do with them.
