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Coaching An Effective Selling System

An effective selling system is a requisite for success in the world of sales. Follow those who are true leaders in selling, and you will find each has a system that allows them to excel. In order to have a productive sales team, one must consistently teach and coach an Effective Sales System (ESS). If your team does not have an ESS, and you rely on sales people to operate within their own system, you will have a difficult, if not impossible, time affecting individual skills and behaviors. An effective coach must clearly demonstrate what is expected of a sales person. At a minimum, one must be able to communicate how to employ concepts and tactics via stories, analogies and metaphors. Think of the athletic coach--while the coach may not physically demonstrate everything that is expected of an athlete, he/she must be able to communicate what is expected. To effectively coach sales people, you must do the same. You must truly know and understand the selling process and the Effecti

The Coachs Role On Joint Sales Calls

Normally, when a manager attends a joint sales call, it is at the time of the capabilities presentation or closing presentation. Though attending these meetings can be helpful, they do little to help sales people close more business that late in the process. That is like coaching a baseball team by showing up in the final inning instead of watching the entire game. As sales manager, you may know the outcome based on the data, but you will not know how the game developed. Knowing how the sale develops is essential to effective coaching. This is why observing sales people in action is so important. Here are 4 steps to help you and your sales people have more effective joint calls. A Quality Phone Call- Remember, the quality of the phone call will determine the quality of the appointment. Your sales person must follow the 8-Step Phone Process to make sure that the joint call is taking place with a qualified prospect versus a practice call. 2. Conduct a Pre-Call Session. In

Creating A Coaching Culture

Coaching is NOT managing. This is often the biggest misconception we have with clients. They assume weekly staff meetings or one on one appointments with employees can be classified as coaching. Staff meetings involve managing, and managing and coaching are two very different ideas. A true coach drives performance for individual employees as well as employee teams, while a manager is often content with sustaining the status quo. Coaching can be further described as the ability of the leader to inspire and motivate employees to improve knowledge, increase skill levels, and alter behavior to be more positive. In order to create a coaching culture it must be understood that coaching is about driving performance and should not be mistaken with traditional management techniques. There is certainly some gray area between management and coaching, and when each type of leadership is needed. Here is a rough example, if an employee is continuously late for work, reprimanding them is proba

Building A High Performance Sales Team

A great salesperson does not equal a great sales manager. It seems natural for the best performing salespeople to become promoted to positions of sales managers. However, many sales managers struggle in that role because they lack the knowledge, skills, and/or abilities to fully support their sales teams as they should. What made my former sales manager such a good one was that he knew how to MANAGE me. Focusing less on sales techniques and more on accountability, goal-setting, and time-management techniques. Those fundamentals are just as relevant today, in my work with Directors and sales managers within SMEs and MNCs. Heres a step-bystep process for building a high performance sales team by implementing the following five strategies: Becoming a sales coach Your sales team is looking to you for guidance, direction, and yes, coaching. There is one thing you absolutely must do to become a great sales coach for your team. Become a visionary. What is your vision for the depar

Selling And The Dark Side Of Goal Setting

What drives you ahead or holds you back is in your subconscious mind. Make sure goals are high enough and set guidelines for your subconscious mind to accept your goals. Be sure goals are realistic and raise them as you find success. However overstretched goals often compromise efforts. If your subconscious mind figures out you cannot accomplish something, its likely to move on to new ideas. To get motivated is one thing but to stay motivated long-term is a different issue. Lofty goals can take additional time, extra effort, and strong persistence than simple accomplishments. Effective goal setting is mind-mapping success. Goals shouldnt trap you into unfilled commitments and potential failure. The Dark Side Of Goal Setting We set our goals for personal reasons. Companies set goals for their reasons. Setting sales goals has collective reasons. However, when sales goals are arbitrarily set without regard to realistic objectives, salespeople who fall short of goals ma