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Are Your Sales People up for the Challenge?
Take my free 20 question test and see how many of your salespeople can really sell, or if they are costing you money. The "Are You Salespeople Up For the Challenge" TestRecent Comments
- Andrew Haddleton on Sales Skills- The Secret that Removes the Stress of Selling
- garry klajman on A sales management technique that doubles productivity
- Paul O'Donohue on Learning Sales – Self Leadership – Part 1 – How truly productive are you?
- Michele Prigge on 2 Key Elements Of Successful Cold Calling
- Garry Klajman on Sales Management: 2 Steps for Sales Managers to Get Their Boss’s Attention
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Tag Archives: sales coaching
The top 5 highest leverage activities of effective sales management.
Effective Sales Management by Leveraging High Value Activities Last month whilst I was doing a sales team productivity audit for a large multinational account, in my feedback report I quoted an old CSO Insights report wherein author Jim Dickie from CSO Insights, wrote, “In the absence of proactive sales management, reps will actively reside in their comfort zones”. The report called for me to lay out a 6month sales productivity improvement plan. As a key part of that plan I laid out the following high leverage activities that my client’s sales management team needed to adopt.
Sales Techniques – 4 Cardinal Sins Salespeople Make – Part 3
Sales Techniques – Don’t Talk Too Much In this 4 part article series I outline the 4 Cardinal Sins your sales people make every day –unpacking one Cardinal Sin per article. In part 1, I highlighted the First Cardinal Sin as being They Don’t Leverage Their Time Effectively and in the last article I suggested that the Second Cardinal sin was that They Are Too Focused On Their Own Outcome. Today I discuss Cardinal Sin # 3 which is:
Posted in Sales Coaching, Sales Leadership
Tagged sales coaching, sales communication, sales techniques, SPIN
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Sales Coaches – Podcast with Peter Rowe Business Coach
Even Sales Coaches Need Sales Coaching Sales team training and Bullet-proofing your sales team means learning how to coach your people 1 on 1. I myself am coached by a world class marketing genius, Taki Moore. At a recent event that he held for all his clients I met a gentleman who is a master business coach. Peter Rowe actually teaches coaches how to coach. I asked him if hte would volunteer his time and share of his business, sales and coaching wisdom, this podcast was the result. We covered topics such as: • Why so many people end up … Read more
Sales Coaches – Help your Sales team change their definition of Winning and Watch Productivity Soar
Sales Coaches, Help Your Sales Team Change Their Definition of Winning For most salespeople selling is a zero sum game. In other words, if I get the appointment, I win! Whereas, if I don’t I lose! If I get the sale I win, If I don’t I lose! Winning at sales for many salespeople is far too black and white. The problem with this way of competing is that one is always bound to lose far more than win. And pretty soon after a whole bunch of losses, one’s self talk begins the negative downward spiral. Pretty soon we are … Read more
Posted in Sales, Sales Coaching
Tagged sales coaching, sales performance coaching, Sales Skills, selling
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Sales Management Strategies – 3 Things You Can Do Right Now to Get Sales Firing Again
The 3 sales management strategies that you as a sales leader must do to get sales firing again There is no question that in these economically uncertain times, sales leaders will need to get a whole lot smarter and more shrewd if they are going to keep their existing customers and they are going to need to be a whole lot more crafty if they are to win the slim pickings that are still out there to be had! That being said there are some fundamental sales management strategies that when implemented are guaranteed to generate sales within the next … Read more