Last week we talked about a post from Selling Power discussing the top issues on the minds of sales leaders in 2010. Shortly after posting I came across these interesting new stats published in the December/January edition of E-Learning Magazine from the Spring Board Project. I would say these statistics create a strong case for why we need to continue to train our employees.
Sales is Easy But We Need to Coach and Challenge Sales People
I often laugh when I hear people say they could never do sales. When I ask why, they state all that rejection and hearing the word "no". It hit me, that's why so many people actually fail at sales because they hear the word "no" so often. The sad fact is they should never hear that word if they follow a simple to use sales formula. 1. Ask (open-ended questions, these usually start with "what" or..
The Why Behind the How of Sales Coaching and Success
We often spend a lot of time discussing the how to's of sales coaching and training reinforcement. Today I want to share some interesting facts and statistics that support our belief in the power coaching and training reinforcement have on the development of employees.
6 Coaching Tips to Change Attitudes and Behaviors
The biggest factor in changing an employees behavior is a good attitude. Below are 6 ways to positively affect your teams attitude toward change.
5 Reasons to Coach Your People More Than Ever
Inspiration is a Part of Coaching
I had lunch with one of may favorite clients last week, The Milwaukee brewers Baseball team. The sales managers and I discussed our goal for this upcoming year and we all agreed we need to stay focused on encouraging effort knowing results would come. Their sales team has evolved into a fantastic sales team whose passion for baseball and the profession of sales is unmatched. What made this lunch..
Coaching Against Price Objections
Here is a link to a video on price objections but let me first make the following MAJOR point: Do NOT tell people what to do when coaching on how to handle a price objection, rather ask a rep "what do you specifically say when receiving such an objections" and REALLY listen. If the rep says "what I try to do ..." they have just illustrated they are shooting from the hip, are not prepared, and..
Turning a Bad Sales Experince Into a Good Learning Experience
I want you to think back into your history of sales and pick out a memorable sales moment. I would be willing to bet that many of you have settled on a sales situation that, at the time, seemed like the worst situation you would ever be in!