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Are you a Smart Salesperson ?

Noticed this post from Daniel Wood.

He is talking about the traits of Smart sales people.

Good sales coaching here.

Some salesmen just have the ability to close more than the rest; it is like they had a magic touch.

Whilst others are working hard from 7-20 scrapping along with 1 sale a week, these salesmen make 3 sales a day and only work 9-5.

To read the full post, click here.

What to do in Tough Times

Good sales coaching by Drew Stevens about what to do in tough times.

Many times when we get into a rut we only need to do a review to get back in the groove. Professional athletes heed this advice to regain their swagger, and sales professionals can do so as well.

To read the full post, click here.

Resolutions for the Sales Professional

If you are in sales you should know the name Zig Ziglar.

Zig is a legend.

The post below is from Zig's site, written by a colleague of his Bryan Flanagan.

This is good sales coaching.

It doesn’t have to be a new year for you to implement these sales resolutions.

I, as a professional salesperson, resolve to:....

To read the full post, click here. 

Staying Motivated in Sales

This post from Jeremy J. Ulmer via Changing Minds is worth a read, interesting sales coaching / advice.

Top 10 Ways To Stay Motivated In Sales

To read the full post, click here.

Sales Coaching Essential in Today's Market ?

Just read this interesting post about sales coaching from Jonathan Farrington, well worth a read.

In to-day’s highly competitive selling environment, there is less room for apprenticeship, as organisations need to see a swift return on their investment.

To read the full post, click here.

ByPassing Resistance ?

I wrote this post in response to a question from one of my readers.

Not quite sales coaching but food for thought.

To read the full post about how to bypass resistance, click on the link.

Business Ethics Truly Increase Sales

Some more good sales coaching advice is to build the relationship.

People Buy From People They Know and Trust

To read the full post, click here.

Sales Coaching and Selling with Integrity

One of the best pieces of sales coaching advice I can give you is to keep it real.

Don't manipulate to get the sale.

Concentrate on improving the life or business of your prospect. (or both)

Tricky persuasion techniques don’t really work. 

Tune the world out and your prospect in. 

Put them at ease and make them feel important. 

(Say to yourself, “At this moment this is the most important person in the world to me!”) 

Click the following like to read more about integrity selling.

Sales Coaching and Negotiation

I wrote this post in response to a reader who was after some sales coaching on negotiating.

...the major problem with most negotiations is that the parties develop far too few options.

To read the full post, click here.

Sales Coaching, Who Needs It.

Found this post that extolls the virtues of sales coaching yet states that those that receive it usually are the sales people that don't need it.

We’ve done a lot of research recently about sales coaching.  Our research, and that of many others, would suggest that effective coaching is one of the most effective investments a sales organization can make.

To read the full post, click here.

Selling to Big Companies - sales coaching

An interesting question about selling to big companies posed by one of my readers.

Click on this link to read the full post about selling to big companies.

Sales Coaching and Love

This post suggests that thinking better about your prospect will influence your sales success.

A sales coaching exercise demonstrates the effect of thinking with more love.

You need to change the way your sales reps approach their customers from "closing the deal" to "love". Your customers respond to YOUR thoughts and emotions so make sure they are positive.

To read the full post, click here.

Sales Coaching and the Mindset of Great Sales People

What do you think is the mindset of great sales people ?

Is it possible for sales coaching to influence a person's mindset ?

There are five critical mindset that differentiate the simply stellar sales team from the merely competent.

To read the full post, click here.

Sales Coaching and Communication Skills

No sales coach would argue that good communication skills are needed if you want to make sales.

The following link takes you to an article about communication skill training.

Will They Buy from Me

It's an age old question, isn't it ?

How do you know if they'll buy or not ?

As sales people we waste a lot of time chasing pipe dreams, it would be better not to.

Some interesting sales coaching in the following brief article.

Will they buy ?

Sales Coaching - Asking Questions

Everyone knows, especially a sales coach, that selling is about asking questions.

But it's not always as easy as it sounds and some questions are better than others.

"A sound business development strategy is critical for companies who want to compete in today’s increasingly competitive global economy. But many of the old-school paradigms of selling no longer apply." from the author of Secrets of Question Based Selling

Click on the next kink to read an intro to "The Secrets of Question Based Selling"

Sales Coaching and SPIN Selling

Even though sales coaching is about more than just sales techniques, SPIN Selling is a model worth knowing about.

...survey showed that in successful sales calls it's the buyer who does most of the talking, which means that the salespeople are asking questions.

Read a summary of SPIN Selling.

Sales Coaching and Professional Selling

Sales coaches work with a number of things including your attitude and your beliefs but they also work with your selling skills.

What are the top 10 professional selling skills of the star sales performers?

What are the top 10 professional selling skills ?

Are Your Emails Getting Deleted By Your Prospects and Customers?

This post by Keith Rosen is important sales coaching informations.

Emails are part of your follow up system and perhaps even part of your initial contact system.

It's important to get them opened.

Developing an email template compelling enough to elicit a response from a prospect is hard enough. Unfortunately, this is only part of the challenge. What compounds this challenge are spam filters, firewalls and....

To read the full post, click here.

How To Sell Successfully In An Economic Downturn

Some useful sales coaching tips in this post by Melville Jackson

When an economy faces a downturn, sales slump drastically due to a decline in consumer spending. Some companies are able to weather the challenging times and even grow their businesses. What is it that they do differently?

To read the full post, click here.

Very interesting statistic for sales people

Persistence has always been a key part of selling.

The finding mentioned in the study below prove it.

If you find it hard to stick to it and you're not getting support from your busy sales manager maybe it's time to consider getting some sales coaching.

Understand that 80% of all sales are make between the fifth and twelfth contacts.

To read the full post, click here.

Sales Psychology - 5 Handy Tips

As the saying goes, "It's not what you do, but how you do it"

These 5 tips are useful sales coaching.

Sales is all about influencing and persuading....This game of causing another person to change his/her mind requires a keen understanding of sales psychology.

To read the full post, click here.

The Voice of Customer Service

We underestimate how important it is HOW we say what we say.

Valuable sales coaching on voice and inflection.

Your voice is essentially the most multifaceted customer service software in your toolkit.

To read the full post, click here.

Sales Coaching: The Right Balance of Efficiency and Effectiveness

Is it more effective for a sales coach to be monitoring your efficiency or your effectiveness.

The problem with measuring only efficiency indicators is that what is measured is what gets done. 

To read the full article, click here.

Sales Coaching and SMART Goals

Ken Eiken discusses the importance of goals to sales coaching and the right way to set them.

I doubt I'm going out on a limb when I state that goal setting is not the sales leader's favorite activity....

I would argue that strong goals set at the beginning of the year are valuable tools...

To read the full post, click here.

Managers Have No Time to Coach

It is generally accepted that sales coaching is beneficial for sales people.

Yet sales managers have little time for this valuable activity.

This post from Dave Brock explains why sales managers should coach and how.

Of course if they don't have time you may have to consider hiring a sales coach yourself.

According to the survey of several hundred sales managers, we found sales managers "coached" their sales people only one time per quarter or even less.

To read the full article, click here.

Great sales people are good for business – how do you measure up?

Note the list in this post.

It gives the top traits of the most successful sales people, given by managers answering the following question.

Thinking about your top sales people, what are the skills and behaviours that make good sales people?

If you do not possess these skills, you may like to consider some sales coaching.

To read the list in the post, click here.

  

Three Strategies to Help You Meet Revenue Goals Even in the Recession

This post by George Ludwig is aimed at sales managers but if you read it from the point of view of a slaesperson (especially the latter parts) it gives some excellent sales coaching.

If you’ve spent the last couple of months wringing your hands, wondering how you and your sales team are going to survive the recession, it’s time to man up. Here are some strategies for helping your team hit your revenue goals even in the worst of times. 

To read the full post, click here.

The Benefits Of Regular Sales Coaching

Sales coaching offer benefits if it's good and used consistently

The reason that coaching in sales and marketing is important in any business sector is because of the ever-changing nature of the business world and only by keep up with it can companies hope to sustain themselves.

For the full article, click here.

Top 10 Questions You Should Ask Before Hiring a Sales Coach

If you are interested in getting sales coaching you'd better make sure you are spending your dollars wisely.

...hοw саn уου find thе best sales coach fοr уου аnԁ уουr organization? Simply аѕk thе 10 qυеѕtіοnѕ below….

To read the full post, click here.

How Are Attitudes Impacting Your Sales Success?

Nice sales coaching post from Cheryl Clausen about sales and attitude.

A lot of people get caught up in the idea they need to improve their attitudes or the attitudes of others.  The perceived solution to a poor attitude is motivational training.  How well does that work?

To read the full post, click here.

Top 10 Sales Coaching Tips To Increase Sales Productivity

This sales coaching post from Jeremy Ulmer about productivity is well worth a read.

Productivity is never an accident. It is always the result of a commitment to excellence, intelligent planning, and focused effort.” – Paul Meyer

To read the full post, click here.

Sales "Cluelessness" Is Still Rampant in Consultative Selling

Good post, and good sales coaching from Business Review.

Relationship selling involves being personally connected to your potential customer.

For the full post, click here.

Sales Coaching - Do You Have a Sales Plan ?

This post from Wendy Weiss in great sales coaching, it talks about the necessity of a plan and how to create one.

In sales, your goal is revenue-driven. How much money do you want to make? Or a better question: How much profit do you want to make? Then, how are you going to achieve that?

To read the full post, click here.

Are You Really Serious About Increasing Sales Or …

Nice post about sticking to it and follow up.

The sort of thing you can get from sales coaching.

The lack of follow-up calls still continues to drive poor revenue. Way too many business people expect and hope for a sale to drop on their doorstep or in front of them at a business networking event.

To read the full post, click here.

Sales Coaching = Riding Shotgun

Interesting analogy from Tom Scontras comparing teaching his daughter to drive to sales coaching.

I'm learning as the father of a 17-year-old; to give space, observe, and only take action to avoid potential tragedy; and I’m not just referring to the driving. Come to think of it, this challenge is similar to coaching fledgling sales professionals

To read the full article, click here.

Changing Sales Behaviour

How are your sales results ?

If they are not what you want to be seeing, what are you doing about it ?

Maybe you need some sales coaching ?

This post from Tony Cole poses questions like this.

In a word, how would you describe your results today?  If you didn't say extraordinary, then you need to change something that you are doing to change your sales results.

To read the full post, click here.

Sales Coaching Makes A Difference In Sales Force Training

Another article about how sales coaching makes a difference to results.

The proof of the effectiveness of the sales training will be to have your sales team use what they discovered within the sales training in the field each and every day.

To read the full post, click here.

Coaching versus Mentoring

What is sales coaching and how does it differ from sales mentoring ?

Read this definition from Keith Rosen.

Think it's pretty good, maybe a little biased towards coaching

Coaching Relationship Is Built on Choice

When it comes to distinguishing between coaching and mentoring, many people use these words synonymously. The fact is there’s a clear distinction between mentoring and coaching.

Coach: A coach is an expert on people, personal development and is typically a skilled specialist regarding a certain topic, competency or industry. A coach’s role is to provide the structure, foundation and support so you can begin to self-generate the results you want. Learning and growth is achieved by both parties involved. In coaching, the relationship is the objective and the focus is not only on what the person needs to do to become more successful, but also is on who the person is and how they think. A coach works on the whole person and is multidimensional. The coaching relationship is built on choice rather than necessity.

Mentor: A mentor is an expert in a field, industry or at a company and typically acts as an internal advisor. Usually this is done on a professional level to advance the person in their career. Often mentor have their own approach already in mind and mentors use the system that they know and have worked for them, without taking into consideration the style, values, integrity or strengths of the person they are mentoring. The mentor may also have something to gain professionally and, as such, has a personal agenda or something to gain from the mentoring relationship. Often, there is no training to be a mentor and their guidance is based more on their experience rather than the skills or proficiencies which are needed to become a coach. Often, the mentoring relationship is need-driven rather than driven by choice.

From: Coaching Salespeople Into Sales Champions © 2007 Keith Rosen

First and foremost, no matter what it says, business doesn’t really demand the most from sales professionals .

This post compares sports coaching to sales coaching.

If professional sports teams played the same way most sales organizations play the sales game, NFL quarterbacks would run failed play after failed play, quarter after quarter after quarter, with no input from coaches. 

To read the full post, click here.

Great sales coaching is indispensable to great salesmanship

Great post on the benefits of sales coaching and why it is not more readily adopted.

The reason we need sales coaches is that we simply cannot see our own swing; we humans are notoriously bad at self analysis. Many top performers haven’t a clue what it is they do that is so successful. 

To read the full post, click here.

Directing Doesn’t Work…Coaching Does

Interesting post from Renie Cavallari.

Talks about how sales coaching is more effective than giving people all the answers.

Have you ever noticed that the more answers you have the less people are listening? 

Coaching is the ability to help a person find the right answers and direction so they own the work and therefore make it happen.

To read the full post, click here.

Findings from the World of Sales Transformation

Ran across this post from Sue Barrett who attended The "Optimising the Sales Force" conference.

Sue makes a list of takeaways about how sales is changing that she gleaned from the conference.

Well worth a read as simple sales coaching.

Key highlights and messages for me were:

1. In B2B sales, customer loyalty is heavily weighted to the experience a customer has with the sales person far exceeding brand, product and price value ratio....

To read the full post, click here. 

Positive Behavioural Feedback, getting it from your manager ?

The following article writes about turning sales people into sales superstars.

How much of this direction are you getting from your manager ?

If you are not maybe you need to get it from a sales coach ?

One of the most important factors that could influence a sales rep’s growth in his career is the sales manager’s ability to do his job well.

A top sales manager does this job by providing specific behavioral feedback.

To read the full article, click here.

An Effective Sales Force Needs Sales Coaching

Sales Coaching is the thing that convert sales training into sales behaviour.

It bridges the knowing - doing gap.

You know, those things you know hoe to do but don't actually do.

This article talks about this knowing-doing gap

This really is why there is a big waste of sales training dollars. Making an investment in training without using a development piece is like having a cake with no icing. It’s just not as good. A whole lot worse as it relates to sales training because most of the times the sales person will basically revert back to the way in which they sold prior to the training.

Think of developing your sales individuals as sales coaching.

Top read the full article, click here.

3 Things Top Sales Performers Have in Common

The three things mentioned are very good and good sales coaching.

In your experience, what three things do top performing salespeople have in common?  Here’s my list:

To read the full post, click here.

A New Type of Sales Approach

I know Jonathan Farrington knows his stuff when it comes to selling.

But there are parts of this post that are exceptional.

A real sales coaching search in a few hundred words.

In to-day's world of selling, there is less and less room for apprenticeship. Selling has become an exclusive club of highly skilled professionals where product knowledge and time management skills, for instance, are the cost of membership not leadership.

To read the full post, click here.

Top 7 Reasons You Need Sales Coaching

Interesting information from Sella about what you get from sales coaching.

Sales coaching is not new. What is new is that this solution is now available for most sales professionals regardless if they are in real estate, financial and insurance sales or new cars sales.

If you are thinking about hiring a proven sales coach or that sales coaching is in your immediate future, then review these top 7 reasons to make sure you are on track.

To read the full post, click here.

Top 10 Sales Coaching Myths Exposed

Not unlike many other skill based occupations there are a lot of myths about sales coaching.

 As I was doing research on the sales coaching industry, I discovered there is a great deal of garbage about sales coaching on the internet.

To read the 10 myths, click here. 

Shorten Your Sales Work Week

Not sure I agree with all the suggestions or whether your management would accept some of the practices but some of the ideas are relevant sales coaching advice.

One does not accumulate but eliminate. It is not daily increase but daily decrease. The height of cultivation always runs to simplicity.– Bruce Lee

To read the full post, click here.

Persuasive Selling

In terms of selling it is important for the salesperson to have the right attitude and sales coaching can help the salesperson uncover this.

 

Persuasion is not a technique rather it’s a way of thinking…

To read the full post, click here.

Persuasive Selling

In terms of selling it is important for the salesperson to have the right attitude and sales coaching can help the salesperson uncover this.

 

Persuasion is not a technique rather it’s a way of thinking…

To read the full post, click here.

What get you where you are now won't get you where you want to be.

Wasn't it Einstein who said "doing the same things and expecting a different result is a definition of insanity"

That is a very good reason to get some sales coaching.

Often team members get stuck in a sales performance rut because they continue to do the same things they’ve always done.

To read the full post, click here.

Why You Would Like To Have Sales Coaching As A Part For Your Sales Training Programs

It's one thing to know how to do something, it's a whole different story actually doing it.

That's where sales coaching comes in.

There’s no question that training the sales force may be the only way to remain aggressive against strong competition. Prospects are much more educated and have the ways to access more info than ever before. What remains the greatest dilemma is how you can get the sales force to adopt what they learn in the class room and apply it in the field every day.

To read the full post, click here.

What Can You Expect from Sales Coaching

What expectations would YOU take into a sales coaching relationship ?

Sales Coaching should be considered as essential investment in yourself and your future.    Like most things in life, sales is an interesting relationship between paying a price to win the rewards – between investing time in personal growth and development and gleaning success.

To read the full post, click here.

Formalize you Sales Career Goals

Part of sales coaching is helping clarify a sales person's WHY.

The post below by Steve Teo discusses a way to set your sails (pardon the pun).

Many sales professionals and sales leaders are so busy handling day to day challenges that they forget to formalize their sales career aspirations and goals. 

To read the full post, click here.

Does your sales manager coach you

Interesting post from the Sales Challenger site about whether managers have the time for sales coaching

Coaching is a trademark that differentiates a star manager from an average one....

Yet, coaching continues to be one of the areas where managers consistently underperform.

To read the full post, click here.

Do you need a sales coach or a trainer or a consultant

Sales Consulting or sales Coaching, read this post from Paul McCord a sales coach/trainer I I respect

Distinguishing the three roles and understanding which role is needed when in a sales productivity improvement initiative and what the prerequisites are, gives a higher certainty for a successful outcome.

Within each role, there are though also variants to be considered. Ignoring these variants, might also cause the initiative not delivering the expected results.

To read the full post, click here.

Are you missing buying signals

Noticed this post by Geoffrey James. 

It never ceased to amaze me when doing join calls with people how many of them missed buying signals.

Geoffrey obviously has noticed the same thing.

Are You Missing a Signal That It's Time to Close?: This common mistake is probably responsible for more lost sales

To read the full post, click here.

Should all sales managers be Sales Coaches ?

Interesting question isn't it ?

In the past sales managers were sales coaches.
In todays rapidly moving business environment and with the growing trend towards specialization maybe those days are over ?

Maybe sales coaching should be left to dedicated sales coaches ?

Ultimately, it’s the environment in which coaching is being cultivated that will determine success or failure. Coaching needs to become the priority of the organization to ensure the deepest impact.

To read the full post, click here.

Most sales leaders agree ...sales coaching will deliver the biggest payback.

How important is sales coaching to the sales results you see ?

Sales managers are not sufficiently trained in coaching their salespeople, yet most sales leaders agree that of all their development initiatives, sales coaching will deliver the biggest payback. 

To read the full post, click here.

3 Things You Can Do Right Now to Get Sales Firing Again

Another post attesting to the value of sales coaching

It has been proven that, when effectively applied, the practice of regular one-on-one Sales Performance Coaching is the fastest and most effective vehicle to drive your sales growth. One-on-one Sales Performance Coaching is a powerful, time-tested, behaviour-changing, sales acceleration strategy.

To read the full post, click here.

Do You Have a Sales Manager ?

Some sales people do not even have a sales manager at their company.

How can they make sure they are selling to their potential ?

That's where sales coaching comes in.

Sales Coaches 

are seasoned and skilled sales professionals that have sound market knowledge and profound insight in to human behavior as well. Their sales wisdom and information about the latest market trends come with diligent study and years of in field experience.

To read the full post, click here.

Effective Sales Force Training Has To Include Sales Coaching

I agree whole heartedly with the comments made in this post about sales coaching

Whether your training is in house or not one, of the biggest barriers to sales performance is getting the sales force to really do what they’re trained to do. How many times have you trained your sales force to become consultative and yet they are not consultative? What’s at the source of this?

To read the full post, click here.

Can't My Sales Manager Coach Me ?

Sales managers generally don't have the time to coach their sales people.

That's where sales coaching comes in.

Sales managers are not sufficiently trained in coaching their salespeople, yet most sales leaders agree that of all their development initiatives, sales coaching will deliver the biggest payback. 

You can read the full post by, clicking here.

How To Shorten Your Sales Cycle So You Can Win More Clients, Faster

This is an interesting post from a sales coach that knows what he is doing.

Here’s How You Can Shorten The Sales Cycle and Win More Clients, Increase Sales and Profits with 2 Simple Strategies:

You can read the full post by, clicking here.

What to Expect from a Sales Coach

What sort of things would you expect in sales coaching.

Noticed this post by Tom at GlanceWorks.

the budding sales pro needs similar guidance:

 

To explain the value of establishing a clear destination

 

Assistance in building a roadmap to keep them focused

 

The teaching of required sales skills, and most importantly

 

The leadership to build the confidence required to drive revenue in these toughest of times.

To read the full post, click here.