Thinking about your top sales people, what are the skills and behaviours that make good sales people?
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.
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.
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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?
Productivity is never an accident. It is always the result of a commitment to excellence, intelligent planning, and focused effort.” – Paul Meyer
Relationship selling involves being personally connected to your potential customer.
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?
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.
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
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.
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.
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
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.
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.
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.
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....
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.
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.
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In your experience, what three things do top performing salespeople have in common? Here’s my list:
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.
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.
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.
One does not accumulate but eliminate. It is not daily increase but daily decrease. The height of cultivation always runs to simplicity.– Bruce Lee
Often team members get stuck in a sales performance rut because they continue to do the same things they’ve always done.
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.
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.
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.
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.
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 a Signal That It's Time to Close?: This common mistake is probably responsible for more lost sales
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.
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.
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.
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.
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?
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.
Here’s How You Can Shorten The Sales Cycle and Win More Clients, Increase Sales and Profits with 2 Simple Strategies:
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.
