Great sales coaching is essential to developing great sales reps. Learn how to be a sales coach that doesn’t just point out what the salesperson is doing wrong, but also works with them to find a solution.
The key to motivating your sales team is not always money. Learn other ways your sales team wants to be rewarded and improve your relationships with your sales reps at the same time.
What do you do to motivate your sales team?
Having a great morning, or a bad one, can often set the tone for the rest of the day. Learn how to transform your mornings for the better.
Oftentimes, our best work is produced on a tight deadline because we are forced to focus. Learn how to remove complacency and instill a sense of urgency in your sales team to receive the best results.
By Chris Joseph (Chron.com)
Getting the most out of your sales force is essential for gaining a competitive edge. However, if you don’t have mechanisms in place to measure the performance of your salespeople, you may not know for sure if they are operating at peak efficiency.
In his classic book, “Think and Grow Rich“, Napoleon Hill discussed the eleven secrets of leadership. Recently, as I was reading the book, it occurred to me that the attributes of strong leadership and effective selling have a tremendous amount in common. After all, to be really successful in sales, you need to be a leader, both within your own organization, as well as to your clients and customers.
To paraphrase management guru Peter Drucker, a leader is someone who not only does things right, but who also does the right things, while helping others do the same. The same holds true in sales: how better to serve your clients than to really know and understand what they do, and to truly help them do it better?
Parkinson’s Principle, “Work expands to fulfill all available time.”
Have you ever completed a work week only to find out the important things you set out to do were not accomplished? Oh, you were busy alright. You sent out countless emails, returned numerous phone calls, and attended essential meetings. After-hours you updated your CRM, worked on proposals, and squeezed in some time for your family. Boy! You were really productive. But those important things? Those critical things? They are still on your to-do list for next week. Somehow they just didn’t get done. And now they are joined by other must-dos. The result is an avalanche of tasks that threaten to sweep you away. Is that a white flag I see you waving?
To varying degrees we all face the above scenario. The better we are at our jobs the more tasks we usually find on our plates. And we deserve a rousing ovation! Somehow we find a way to get the necessary things done. The customer is taken care of. The boss gets his report. Our families see us during daylight hours. But the pressure and stress is enormous, and we never seem to get over the top.