Giving Positive Feedback During a feedback session, the sales manager cannot only congratulate the sales rep for their achievement but also help the sales rep to better understand why they achieved the win in the first place. Coaching Is A…
3 Metrics That Matter for Improving Sales Performance Sales leaders can quickly improve inside sales performance by with data centric coaching. Metrics are a crucial way to measure performance, predict revenue, and evaluate the progress of your sales reps. But…
Giving critical feedback to your salespeople is a key element of coaching and improving sales behaviors. It's also challenging for sales leaders to do it the right way. Giving salespeople feedback is hard to do. Sadly, most sales managers have…
Don't Just Coach the Numbers When coaching your sales team, always put the focus on what your team members did to achieve great sales results, rather than purely on the numbers. Are You Guilty of This Common Coaching Mistake? Sales…
How to Coach the Talented Slacker Jane, high-performing sales leader a wants to get the year off to a great start. However, she is frustrated with one of her most tenured sales reps - a talented slacker. Meet Jane -…
To build a winning sales team, and avoid making deadly mistakes, you need a scalable, predictable, and data-driven approach. Mistake #1: Hiring salespeople with your gut Hiring rock star sales people is the most important step in building a winning…
When your customers make buying decisions based on value, they are doing exactly the same thing that you do when you make buying decisions as a customer. Many top sales executives believe that few of their salespeople sell well on…
It’s essential to keep your team positive despite conditions—whether they’re internal or external—because if the team is feeling down and negative, it will pass through to customers as well. Negativity can be a real killer on any sales team. I’ve…
Your management team may have implemented a team selling model with great expectations for success. However, team selling doesn’t always live up to its potential. To Team Or Not To Team? Does this sound like your company? You sell consultative…