“What do we hate most about salespeople?”…..they simply, never stop talking. How many salespeople have come into your office, sat down and proceeded to tell you every benefit about what they are selling, without ever knowing what you need. Typically, they don’t ask the questions, but rather tell you what they want you to know. So, the result is, a frustrated prospect..
Only target 1 - 2 performance areas at a time. More than that is just too much for someone to handle and be successful with.
Coaching is about being proactive, while management is about being reactive. Keep any eye out for..
We talk often about coaching employees, and constantly helping to develop them into superstar top performers. However as we have all experienced one time or another, sometimes it’s not what you say, but how you say it. If not done in a friendly and open way employees or anyone for that matter could become defensive and closed off. This..
A value driver is what drives a customer's decision. An objection is a cry for value so if sales teams understood customer's value drivers they would be less inclined to lower their price. It requires in-depth needs-based selling questions, listening and I mean REALLY listening, and delivering your benefits in direct correlation to their value drivers.
Sales training takes more than a one or two day workshop to be successful and effective. Training needs to be a process not an event. The below 3 parts must be included to ensure that your training programs are effective and that the learning becomes sustainable.
How many times have you heard that you should eat 4-6 small meals a day in order to get better results in weight loss and energy? Yes many times, but what does this have to do with training employees?
Defining a sales coaching culture at any organization can be nebulous as well as ambiguous. A coaching culture can take on the appearance of many different faces. There are however, specific attributes that will illustrate if an organization has truly created a coaching culture.