Now that 2017 is behind us, it's time to plan for a successful 2018. As a sales manager, its important to be proactive in managing your sales team towards your team goals. Being proactive all starts with a plan. This involves a business planning discussion with each of your salespeople. The purpose of the meeting is...
Mindset is everything when it comes to sales success. Our thoughts influence our beliefs. Beliefs influence our actions. Our actions impact our sales results. To help your sales team develop the right mindset, we've put together a collection of some of our favorite principles on sales excellence...
Great sales coaching involves having a strong understanding of how an individual develops a new skill. The conscious competence model explains the four stages of learning that individuals go through when building competence in a new skill. The model was initially developed by Noel Burch at Gordon Training International. It provides a simple and practical framework for...
Many sales managers realize that coaching is a key lever for driving sales performance. Despite this, many organizations don’t have a defined coaching process. Coaching tends to be haphazard and unstructured, which makes it challenging for coaching to yield predictable and consistent results. Having a well-defined, consistent coaching process will ensure your sales organization has the...
I can vividly remember the time when I was accompanying a seasoned sales professional who was visiting one of his best customers. The salesperson was used to doing business with a few primary contacts, whom he had developed strong relationships with. However the company was experiencing significant operational challenges, and senior management was now getting involved in...
It can cost a lot more to win a new customer than it does to sell to an existing customer. By using existing relationships as a springboard, we can gain access to other divisions or departments within each account. However despite these opportunities for sales growth, many times we fail to achieve a deep level of...