How to Be a Better Sales Coach

If you are like most sales leaders, you ended up in sales management after a successful career as a salesperson. But that doesn’t mean you’ve cracked the code on sales management. Here are 3 tips to sharpen your sales coaching skills - that you have probably never thought of.

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Have Your Salespeople Been in Your Customer's Shoes?

Have you ever hired a rep who was previously one of your company’s customers?

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Sales Training - Are You Teaching Your Reps Like Kids?

By the time your newest salesperson reaches your company they have spent years parked in front of instructors listening to lessons and lectures. If your sales education programming takes place within a typical classroom setting, you’re using the same passive educational style of a traditional K-12 educational system.

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Your Low Performers Have Job Security... Now What?

As sales leaders we all know that the top 12-20% of our teams is made up of the same salespeople who make quota every year, year over year. They seem to reach quota regardless of the conditions in which they’re selling.

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What is Selling Intelligence anyway?

Selling Intelligence is defined as the capacity to manage the process of selling products and services by applying sales skills, selling behaviors, cognitive skills, and selling judgement. Reps with a low level of selling intelligence are going to struggle with client interactions- especially when it comes to establishing themselves as a trusted advisor, overcoming objections, and making choices that move the deal along.

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Think This is Sales Coaching? Think Again.

Are one of the sales managers who can’t resist “stepping in” to close the deal a rep has been working? Doing so is one of the worst things you can do as a sales manager.

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Sales Training Program Not Working? Maybe Your Sales Team is Sick

 

Does your sales team have any/all of the following symptoms?
  • Lack of product knowledge

  • Inadequate industry knowledge

  • Weak discipline

  • Incomplete sales skillset

The good news is that there is both a test and treatment for sales teams- and it is not your typical sales training program.

 

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These 3 Selling Behaviors Hold the Key to Overcoming Objections...

Do your sales reps have the emotional intelligence to close the deal? It takes more than a bright intellect and a slick sales pitch to overcome objections. Sales takes positivity, empathy, and a quick mind- all of which work to create good selling judgement and excellent selling behavior.

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How to Increase Sales Coaching Effectiveness, Hire Better & Close More

 

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The 5 Traits Sales Reps Must Possess to Survive a Sales Transformation

Is your sales organization poised to undergo a transformation? Maybe you're moving from a product sale to a solution sale - which now calls for your sales reps to sell into the C-suite of the customer organization and rapidly forge new relationships. Or you might be running a sales organization that has long enjoyed the luxury of product superiority and must now, due to new competition, sell value to win the deal.

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