Formula For Success: E + P = R

Effort + Progress = Results

Coaching Term Of the Week: Rating Question

Rating Question – Rating questions are used to get an employee to upfront about his or her view of their performance. Rating questions have the added convenience of categorizing performance into either a knowledge, skill, or behavior based function. Knowing how your employees rate themselves will help you to discover any major performance gap issues.

3 Way to Improve Your Selling Technique

• Craft Practice- Make a commitment to improving performance through practicing her or her technique. Role-playing is a great activity to simulate interactions with customers and practice difficult or challenging scenarios based on employee based needs.     

• Needs Based Selling Expertise- Sales professionals must have the ability to uncover customer needs..

Coaching To What Motivates Your Employees

Inside sales people are those people who will simply sit in one place for seven to eight hours a day, to not only make a living, but attain specific goals and sales challenges in order to gain not only greater success, but greater financial prosperity. This in itself takes a special person to truly gain and garner success. In addition to successful sales..

Coaching NOT To-Do's

"Ok, so here's what you should do...""This is how you do it, let me show you..."When trying or learning something new it is always helpful to have a trainer guide you, show you and/or tell you how or what do to. But, often times we don't think to offer up or ask what not to do. It's just not a natural part of the learning process. However, often times, knowing what not to do..

Coaching Is Not Optional

Somewhere along the way coaching employees has gotten the incorrect reputation of being this cute, soft, cuddly feelings focused hoo rah rah. Believed to be nothing but a superficial moral boost with no result producing capabilities, the employee coaching concept has been brushed off by many who continue to manage (and lose) employees using more “traditional”..

How to Help Your Employee's To Succeed

Sales management is not always easy. We expect a lot out of salespeople because we want to succeed, and we always want to see better performance and increased profitability. Coaching is tough. Most of the time, sales managers delegate instructions and expect to see their employee’s automatically hit their goals and make their bottom line, but what we really..

Coaching Term of The Week: Question Back

All busy, overscheduled managers, leaders, and trainers this week's term is for you!

Coaching To-Go

Employee coaching is not just a one-time miracle activity that will magically makeover your staff into top performing sales people. Becoming a coach means that you will most likely have to overhaul your current leadership style. The good news is that making that becoming acclimatized to coaching is an easy, natural progress that will fell less like work and more like, while, being..

Feel Like Something Is Missing?

The average week in the life of a traditional sale leader is filled with miscellaneous tasks and responsibilities. If we were to summarize a typical week for a traditional sales manager we would expect to see him or her take on the following: