Building a high performing sales team is one of the most important responsibilities of every sales leader. When your team is filled with great salespeople, they’re usually committed for the long run. And that translates into reduced turnover and inconsistencies with your customers and prospects and increased sales. You understand the thrill you get when […]
Using Dialogue to Build Relationships
Building a relationship with a prospect or customer is a prerequisite to successful selling. I believe that creating a genuine dialogue at the beginning of the sales call is critical to making that happen because it’s all about making a genuine connection. It’s focusing on their needs and interests not yours. At this point you […]
Effective Sales Coaching, Virtually
As a sales leader your success is measured by the success of your team. Your mission as a leader is to ensure that everyone on your team can learn and grow so they can meet and surpass their goals. The challenge now is that you work virtually with most of your salespeople where body language […]
Sales Training Topics: Going Virtual
It was time to deliver a virtual sales course to twenty-four sales managers around the country. The studio was incredibly hi-tech with fantastic lighting, sound, and multiple cameras. I was excited to deliver one of my favorite sales training topics on selling and coaching the four different personality styles. I believe one of the keys […]
The Value of Sales Coaching
Coaching your sales team has definite rewards. According to the Center for Sales Strategy as many as 60% of sales reps say they’re more likely to leave their job if their manager is a poor coach. And if you’re wondering how much time to spend with them, research also shows that reps with 30 minutes […]
Four Sales Training Tips to Use Again and Again
Sales training is critical to your sales team’s success. Yet specific training is typically forgotten in less than a month and less than 20% is ever utilized. Why is that? Aren’t these skills critical for your team’s success? Sales training is like learning a foreign language. You can take French online through a company like […]
How to Coach your Sales Team
Coaching your salespeople is never successful with cookie cutter techniques. Yes, you can ask an array of standard questions for each person, but the interaction and the way you go about connecting effectively with your people is directly related to their personality style. Your goal as the manager should be to build trust, open communication […]
Why Relationship Selling
Research shows that people buy emotionally, then back their decisions with logic. That being the case, then emotional decisions must be made based on trust, honesty, integrity, and likability, making the relationship with the salesperson critical. Statistics have shown that customers make a purchase because of the buying experience, and that experience is relational. That’s […]
Understanding Your Sales Leadership Competencies
Sales leaders have different views of what leadership looks like depending on their personality style. What each style values in leadership will help them understand where they need improvement. As I’m sure you know, a great salesperson does not necessarily make a great sales leader. How many of you have worked for someone who fits […]
Should I Sit Back and Wait?
Should I sit back and wait? You’re making calls to build your pipeline as we all persevere through the COVID-19 pandemic. Yet what your prospects are telling you, “we’re re-evaluating our business right now due to the pandemic. Why don’t you touch base with us in about six months?” Does this sound familiar as it’s […]
