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A Guide to Coaching Uncoachable Sales People
It’s easy to get frustrated with reps who seem lazy, but immediately chastising them for their apparent lack of ambition generally isn’t the way to go — assuming the worst of your salespeople is rarely the best policy. A lot of the time, these seemingly jaded reps aren’t inherently unmotivated or directionless; they might just need coaching that’s better tailored to their strengths and interests to tap into effort and determination that might not be readily apparent.
4 Ways Top Sellers Break Through Resistance
As sellers, we must immediately break down prospect resistance by creating a great first impression. Yet most salespeople fail to do so — repelling buyers and making them think, “It’s a salesperson, how do I get them off the phone?”
The best sales people know what they’re facing each time they call and have developed repeatable strategies for dispelling resistance.
How to Measure the Effectiveness of Your Sales Process
You’ve established the various stages of your sales process. You know how the typical prospect goes from an email address in your CRM to a paying customer. You’ve trained your salespeople on the key actions required to move prospects from stage to stage.
But how do you know if it’s actually working?
What factors should you be taking into account?
And if it’s not functioning as well as you’d like it to, how can you improve it?
How You Speak Matters More Than You Think.
If you’ve ever been in an argument with your significant other, you’ve probably worked out that the way you say something is often more important than what you say.
The same principle applies to sales.
The Guide to Strategic Sales Planning
If sales is a journey, your strategic plan is the roadmap to reach the destination. It’s one of the most important activities you will ever do as a sales manager because, without it, your team will have no direction and no instruction manual to follow in order to achieve their targets.
The 4 Personality Types of Buyers & How to Sell to Them
I’m sure we’ve all experienced it; we’re in the process of buying something, but the sales person just doesn’t seem to get you, they’re not listening to you or they’re jumping to conclusions about what’s important to you. Maybe they’re talking too much when you just want to ask questions.
Our individual personality has a huge influence on how we like to buy, so if the sales person doesn’t recognise our personality type, the way the prefer to sell can simply annoy us.