The Salesperson of The Future. Will They Truly Evolve and Be Different or Is it Just About Living It?
Jul 24, 2009 Career Advice, Sales Coaching, coaching for managers, sales articles, sales tips
During a recent interview, I was asked, “What does the future hold for the work force, especially for salespeople? How will the salesperson of tomorrow change or be different to adapt to the times?”
Of course, my visceral reaction was to come up with something so transformational and insightful that it would reshape the landscape of professional selling and salesmanship. But after I paused and thought more about this question at a deeper level, I realized this may not be truly possible. After all, when it comes to selling, outside of the apparent changes in technology that continues to shape the Sales 2.0 evolution, what has changed over the years? Is there really a new definition for professional selling? Read the rest of this entry »
Tags: definition of selling, Sales Coaching, sales team, sales tips, Sales Training, salesmanship, salespeople, selling
PODCAST: Why Coaching Initiatives Fail Within Organizations
Jul 23, 2009 How to Manage Your Team, Sales Management, coaching for managers, coaching tips, podcast, training for managers
Listen to the podcast here.
There are several common themes I’ve noticed as to why coaching initiatives fail within organizations today. When companies attempt to upgrade their culture, generate more positive results and improve the attitude, performance and productivity of their people by launching a coaching initiative without truly recognizing the changes that must occur beforehand to ensure there’s a strong foundation that is ready to support it, their coaching efforts will be marginally successful, ineffective or short lived.
In this podcast, I highlight the top reasons why coaching initiatives fail within organizations and what needs to be present in order to ensure any coaching initiative generates the return on investment that companies are looking for.
Listen to the podcast here.
Tags: coach the coach, coach training, coaching managers, Executive Coaching, how to coach, how to coach salespeople, management tips, management training, podcast, sales management training, sales podcasts, sales tips
PODCAST: Coaching Mistakes Managers Make. What You Can Do To Improve Sales Performance and Drive Higher Sales Numbers Today
Jul 22, 2009 Executive Coaching, How to Manage Your Team, Sales Coaching, Sales Management, coaching for managers, coaching tips, management tips, podcast, training for managers
Listen to the podcast here.
In this podcast interview I did with eyesonsales.com, I share some very tactical insights regarding some of the inherent challenges that managers need to overcome when coaching their salespeople and what they can do to better coach their team to sell more today.
I also address how to best handle underperforming salespeople and the power of effective observation techniques when observing your people in the field or on the phone, whether they are delivering presentations or making cold calls. You’ll also learn what the masterful coaches do when it comes to coaching the gap through the use of powerful, well crafted questions, which is where the magic of coaching happens.
Discover what you can do to make the shift from just being a regular sales manager with an average performing team to becoming an effective sales coach and leader who becomes the driving force behind developing a high performance sales team.
Listen to the podcast here.
Tags: coaching, coaching for managers, coaching salespeople, Executive Coaching, how to coach salespeople, podcast, Sales Coaching, sales management coaching
Managers Don’t Know What Their People Are Doing. Powerful Observation Techniques to Better Coach Your Team to Excel
Jul 20, 2009 Executive Coaching, How to Manage Your Team, Sales Management, coaching for managers, management tips, training for managers
Do you know what your people are doing in the field? Really? Are you sure? In my experience, unless managers are in the field observing and listening to what their people are doing, they have no clue. Sure, you can guess and hypothesize as to why, for example, some of the salespeople on your team aren’t making quota or selling more. But when managers finally take the time to observe their people in the trenches, the real truth is (sometimes painfully) apparent.
Granted, managers are often left in a state of shock when they see what their salespeople are and are not doing and saying when meeting with and presenting to their prospects and customers.
However, the upside is, Read the rest of this entry »
Tags: coaching tips, Executive Coaching, leadership articles, management tips, management training, observation, performance reviews, Sales Coaching, training for managers
PODCAST: Leadership Strategies That Motivate Your Team to Higher Performance
Jul 10, 2009 Executive Coaching, How to Manage Your Team, Leadership Academy, Sales Management, articles on leadership, coaching for managers, management tips, podcast, training for managers
Listen to this podcast here.
If you want your team to sell more, the driving question every manager needs to ask themselves is, “What am I doing each day to make my salespeople even more valuable and effective so that we can better retain and acquire new customers?”
So, what are you doing to develop the skills and competencies that would enable you to get your salespeople to become sales champions? What are you doing to better your best?
Now, the obvious solution would be to spend more time with your people but the question then is, what are you doing with that time?
Most managers resort to reactionary micro management simply because that’s all they know. As such, all they’re attempting to do is try to control more of the situations that surround them. Not the most effective strategy. This actually creates a more toxic environment, making matters even worse.
There are many things that a manager can do to boost your team’s performance. In this podcast, I’ve highlighted the ones that will result in an immediate positive change, which you can start engaging in today.
You can tune in and listen to this podcast here.
NOTE: Given this page is updated often, this podcast may not be listed as the most current one on the top of the list of podcasts.
Tags: coaching, Executive Coaching, leadership, management, management training, sales management coaching, tips for managers
PODCAST: Is Cold Calling Really Dead? A View into the Mind and the Day of a Salesperson
Jul 10, 2009 Cold Calling Tips, Prospecting, Cold Calling and Networking, Sales Coaching, cold calling, podcast, sales tips, tele-sales, telesales
Listen to this podcast here.
You get to your office, sit down at your desk and open up your calendar. A concerned look sweeps over your face. “Only one appointment this week.” You look at your pipeline and get that squirmy feeling inside your gut, as you realize your pipeline is not as full as it used to be. You’re wondering where you’re going to find your next prospect.
The uncertainty begins to sweep over you. The stress starts creeping into your body, for you realize you can’t keep procrastinating making the cold calls you need to in order to book more appointments with key decision makers. Read the rest of this entry »
Tags: cold call, cold calling, podcast, prospecting, selling tips, telesales
PODCAST: Crafting a Compelling Opening Statement When Cold Calling and Prospecting
Jul 10, 2009 Prospecting, Cold Calling and Networking, Sales Training, cold calling, podcast, sales tools, telesales
Listen to this podcast here.
Enough theory for a moment. People need answers; granular, tactical, “How do I do this the right way and what do I say when I finally connect with a prospect when cold calling?” type of answers.
Those proactive souls who happen to cold call me and reach me live in an attempt to generate another prospects to fill up their rapidly drying pipeline certainly deserve the acknowledgment for putting forth the effort. Read the rest of this entry »
Tags: cold calling, cold calling script, opening statement, podcast, prospecting, template, tips on cold calling
Are Salespeople Asking Prospects the Wrong Questions?
Jul 1, 2009 Cold Calling Tips, Prospecting, Cold Calling and Networking, Sales Coaching, Sales Training, cold calling, sales articles, tele-sales, telesales
“Are salespeople asking their prospects the wrong questions?” As I mentioned in my last post, this was a conversation that came up while being interviewed by Geoffrey James for an article he was writing for Selling Power magazine on what managers need to do to effectively coach their sales team when cold calling.
The answer to this question? Well, it’s actually yes and no. Yes, many salespeople are asking good questions that help uncover whether or not the prospect is a fit for the product or service they are selling. Conversely, many are asking the wrong questions that drive the prospect away from you, rather than move them closer to a sale.
The real universal gap that I see after coaching and training thousands of salespeople, Read the rest of this entry »
Tags: cold calling, discovery, disqualifying, prospecting, qualifying, qualifying prospects, questions, questions that sell, Sales Coaching, sales questions, sales tips, Sales Training, telesales
RSS
