What do I mean by value? Value depends on what your customer is trying to achieve. It’s our responsibility, as sales professionals, to discover what value means to each customer. One tried and true formula I have using for years is Value = Benefits – Costs. If you can’t price your value, all the customer […]
Sales Coaching
Training Your Sales Team
I believe the number one responsibility of every sales leader is to help their salespeople reach their potential. The success of every sales leader is measured by the success of the people on their team. No sales leader is successful on their own. It takes the success of the individuals on the team to achieve […]
How Can You Motivate your Team?
Motivation is critical to a salesperson’s success. And it needs to be intrinsic (driven internally by the person) and not extrinsic, which is driven by external forces, such as the sales manager. Sales leaders can dangle a carrot as an incentive to perform or use a stick as a penalty for not performing. Extrinsic motivation […]
What about Training for the Manager?
I talked last month about the importance of coaching, but I’d like to go further. I believe one of the areas of sales training that doesn’t get as much attention as needed is training for sales managers. It is very common in the sales profession to reward those people that do well by promoting them […]
How Effective is Your Coaching?
As a sales leader, the most important responsibility you have to your salespeople is to support and encourage their growth and success. If they’re not successful and hitting their goals, neither will you, and I’m guessing that as a leader, you are keenly interested in both. To have the most impact on your team’s success, […]
