The Progress Coaching Blog

    Your sales rep is not ready…

    November 10, 2015 Posted by : Tim Hagen
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    What can we do to coach our sales staff to become ready before each and every sales call no matter of it's an inside sales person or outside sales person? The major element to remember is that salespeople are creatures of habit. Often, we have to disrupt those habits for salespeople to truly garner success and gain greater perspective when selling.


    Here are five strategies you can utilize to ultimately prepare your sales staff to truly be prepared for each and every sales call:

    1. Ask them what questions they have written out and are planning to ask the prospect-this speaks directly to their focus and needs a selling.

    2. Ask them what objections are they anticipating and what are their specific responses going to be-this speaks directly to their ability to be mentally prepared to handle objections successfully.

    3. Send them a note via email or in a hand written format asking them what will you specifically do to differentiate yourself from the competition?

    4. Schedule a practice session 2 days before hand asking them the attributes of the prospect that they need to exhibit to ultimately prepare for success on the call.

    5. Conduct what we call a sales autopsy by dissecting the client, they are buying drivers, and have the salesperson present to the rest of the sales team opening them up to questions and feedback to gain wider perspective.


    Sales people are creatures of habit like I stated earlier in one of the things we have to do is get them out of those habits because we can often get regurgitated and simply blend in with the competition.


    Check Out Our New Sales Assessment & Coaching System: /get-your-sales-pulse

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    About Author

    Tim Hagen
    Tim Hagen

    Tim Hagen founded Progress Coaching, a Training Reinforcement Partner Company, in 1997. His entrepreneurial career began in college leading to positions in sales, sales management, and sales training for small and large corporations, and eventually ownership of several training companies. Tim is often a keynote speaker at companies teaching the value of coaching and conversations in the workplace. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges specific to workplace performance. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee.

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