One of the biggest mistakes salespeople make is believing their job is to convince someone to buy their solution. Customers need to know you understand them before they can trust what you recommend. What are they trying to accomplish? What's getting in the way? Which...
As the year starts to wind down, many sales leaders have three concerns about meeting their annual sales goals. When I was a sales manager, my biggest priority was making sure that everyone on my team finished the year strong. If they made their sales goals, I would...
I’ll never forget when I was selling remotely and had little access to my sales vice president who was typically busy with sales managers who reported to him. I was recruiting large resellers in the computer industry and there were times when a little coaching for me...
Opening the Conversation Over the past few months, I’ve led over 50 one-on-one coaching sessions. During the 30-minute sessions we cover some general information before we dive into the specifics. Depending on their Personality Style, I may even start with some small...
I believe that one of the best courses I took as a new sales leader was Sales Coaching. This training focused on intense role plays to address the key points and takeaways for properly coaching your salespeople. Research says that coaching should be a top priority for...
Are You a Problem Solver or a Problem Finder? In today’s sales environment, clients are more informed than ever—and they expect more from the people they do business with. It’s no longer acceptable to open a sales call with, “Tell me about your business.” With tools...
Over the years I’ve seen two types of sales leaders. Those that prioritize their salespeople as an asset, and those that treat them as an expense. Which one are you as a leader? And, honestly, which one would you like to work for? Sales leaders with strong empathy...
Have you experienced this before? You make a sales call starting off with small talk and after about ten minutes you know you’ve connected with them – you relate to each other. You’re relaxed, enthusiastic and feel confident that the meeting will be successful,...
Does any of this sound familiar? Exhausted from watching team members walk out the door after you've invested hours and thousands into their training, only to have to start all over again? Frustrated by the painfully slow sales cycles that drag on with endless...
As a leader, coaching your salespeople should be at the top of your list of responsibilities. Yet I wonder, how often do you spend time with your salespeople in coaching mode? Your coaching could take many forms: Your critique after a sales appointment. Giving advice...