For your sales enablement practice, you want to improve your sales productivity (your sales forces ability to generate profitable revenue) . Achieving this goal first requires a strong foundation of the concepts of sales enablement and sales effectiveness.
One of the most frustrating aspects of sales coaching is dealing with sales reps who dont want to be coached. They get defensive when you provide feedback, deny they have a development need, or try to deflect the blame for performance challenges.
The results of LearnCores recent survey, Employee Engagement and the Link to Learning, made one thing clear: everyone wants to be better at doing their job. Great sales managers know highly engaged employees are more innovative and productive and that these factors contribute to bottom-line performance.
Sales managers must master the critical skill of sales coaching in order to maximize the sales performance of their teams. While it is easy to blame the salesperson in these situations, sometimes it is the sales managers approach to sales coaching that is the root cause of the problem.
Consistently using the right sales coaching style facilitates the development of a high performance sales culture. The Coaching Style Model examined in the ASTD Sales Coaching for Business Impact Certificate uses two lenses to view and evaluate sales rep behavior: When a sales professionals situation is difficult to evaluate, focus first on the observed (Primary) emotional engagement in the situation.
With todays competition, we need to focus on cutting costall while building our client base and closing the saleright? I believe the sales teams with the best coaches are more productive and have more loyal team membersnot to mention higher sales.
Its easy for sales managers to be so focused on implementing new processes or achieving sales goals that they forget to make time to for the most important aspect of their role: developing their sales reps. Preparation is key Many sales managers fail to spend enough time preparing to coach their sales reps on how to be ready for customer calls.
The flaw in current coaching models is that they werent designed to apply to salesforces. So why is it that so much money and energy have been invested in something that has yielded so much frustration from a training and development perspective?
A new sales coaching strategy improves the performance and sales results of internal associates. The following story was shared by Ben Alcid, vice president of field development and advanced markets at MetLife, and Melanie Dumas, MetLifes director of field development.
Sales leadership talks about it all the time. Sales managers say they would like to do more of itif they had the time.
Top performing salespeople are often in many different companies in any given day during any given week. Each person they interact with expects a certain level of integrity and also a high level of performance.
A successful sales coaching program will instruct your sales team to use the following approaches. Your sales coaching program should help you and your team:
Many sales managers try to build their sales team with experienced salespeople who have a proven track record in their industry in a way to help them hit the ground running. Even if sales managers have the ability to assess critical success indicators in their sales recruits (such as personality, drive, ambition, or compatibility, etc), how can sales managers help their new sales team members decrease ramp up time and the time required to achieve their first sale?