Category Archives: Sales Coaching
April 24th, 2012 | Sales Coaching, Sales Management, Sales Training
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A sales management team needs to use a sales training program that highlights the important things that a representative needs to do during their first sales call with a potential buyer. A representative needs to understand that they need to demonstrate certain things to the client during the first correspondence. They need to be positioned well in the mind of the buyer, come across as professional, and convey that they are as competent and focused on the buyer and their objectives as possible. The buyer should be able to feel a high level of comfort, trust and competency in the rep and their organization, and the potential client should feel that the salesperson has the resources with which to address Learn More.
Tags: cold calling, sales calls, sales management training, sales people
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April 17th, 2012 | Sales Coaching, Sales Management, Sales Training
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There is no magical solution for building a prospect list. A sales management team may be able to help determine the best strategies for their representatives, but when it comes down to it, salespeople need to do the ground work. Representatives need to realize that the list is not going to grow unless they are proactive in trying to find more clients. There are a variety of ways with which you can approach the market. You can cold call on the phone, work face-to-face, use networking, attend seminars or executive briefings, use email blasts, newsletters, advertising, SEO, referrals or user groups. There are many methods for prospecting and lead generation with which to grow your pipeline. I think the secret Learn More.
Tags: building prospect list, sales leads, sales management training, sales people, sales prospects
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April 3rd, 2012 | Sales Coaching, Sales Management, Sales Training
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There are many fears that salespeople may have about their job, due to the nature of interacting with new people on a daily basis. However, there are three major things representatives are fearful of concerning their job. Embarrassment The number one fear is not rejection, despite what many people think, as the top thing that representatives are fearful of is getting embarrassed in front of a prospect or a customer. You manage this fear by not opening your mouth and talking about things that you have no knowledge of, and a sales management team has to emphasize this notion during training. Representatives should not be making promises that they cannot keep or telling someone that they did something when in Learn More.
Tags: sales management training, sales people, sales people fears, sales training management
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December 16th, 2011 | Sales Coaching
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For some salespeople, maintaining an appropriate emotional distance from their clients is no problem. For others, it’s a real struggle. Sales is about gaining trust. It’s not about promising a prospect the stars and the moon. If you find yourself getting down on bended knee and proclaiming of course it’s no problem to push the shipment through three days early (knowing full well the havoc this will create for production), that’s a clear sign you’ve lost sight of your mission. Too many salespeople—especially those new to sales—fall into the black hole of overvaluing relationships. Overvaluing relationships means placing too much emphasis on the dynamic between yourself and your prospect. Going into a sales call with a mindset of wanting to Learn More.
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July 5th, 2011 | Sales Coaching, Sales Management
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An effective sales management team needs to determine the true value of what each individual employee brings to the company.
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April 4th, 2011 | Sales Coaching
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It seems as if technology has been changing the world of sales more and more in recent years with a new innovation coming up seemingly every month.
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March 16th, 2011 | Sales Coaching
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Hampton Inn’s largest hotel recently introduced high-powered sales software to improve its sales.
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October 27th, 2010 | Sales Coaching
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I get constant feedback from sales managers on the challenges they face. However, in many cases I see sales managers facing problems that they could resolve with some restructuring of their time and priorities. To achieve better results from your salespeople, getting out in the field with them and observing them is critical. No NFL football coach would ever consider sending his team onto the field without his being right there on the sidelines – observing their every move.
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