Sales Team Motivation Starts at the Top
Look for opportunities to show interest in all team members. Ask about their life outside of work. Make an effort to learn about their families, their hobbies, their recent vacation, etc. Inquire but never pry. Keep track of names, dates, and events that are important to them, such as birthdays… Read More
Tips for Hiring the Best Sales People
Involve your best sales people in hiring decisions. Ask team members to participate in interviewing new-hire candidates, when appropriate. This gives your producer a say in how the team works – a significant involvement in something that truly matters. Make sure you provide pre-training on effective interviewing. Such preparation not… Read More
Leadership Training for Sales People
The best Sales Managers turn failures into teaching lessons. A failure is a failure only when we don’t learn from it. When people make mistakes, encourage them to share their experiences in order to help others avoid similar problems. This can be a great motivational tool because you focus on… Read More
Sales Training Tips for Better Performance
Listen to others. Listening shows respect… that people and their ideas are important to you. When people know you’re willing to listen, they will share their ideas as well as their frustrations. Listening enables you to build trust, which is essential for creating an elite, high-performance team. Clarify your expectations…. Read More
Motivating Your Sales Team
Get in the habit of inviting team members to challenge your ideas. Encourage them to constructively (and positively) criticize your plans. Make it okay for people to disagree with you. This lets people know you value their input, and ensures that implemented ideas will be well thought out. By giving… Read More
Sales Management Leadership Seminar
Sales Management Leadership Seminar: July 14-15, 2010 Does your company have one or two sales managers who would benefit by learning new skills to develop an elite, hi-performance sales team? Just nine seats are still available for our next open enrollment Sales Management Leadership workshop at the Peppermill Hotel in… Read More
Diagnose Sales Skill Deficiencies
A similar questioning track can help you, the sales coach, diagnose sales skill deficiencies. For example, you could debrief a rep’s first meeting with a prospective customer by asking the salesperson: What problems does that customer have that we can solve? Why is the customer experiencing these problems? What will… Read More
Sales Managers Coach too Fast
Most sales managers coach too fast. When coaching, we don’t help sales people find their own answers. Managing a sales team is a much different set of skills than selling, but in at least one respect, the same skills which helped you become a great salesperson can, when applied, help… Read More
