Activity based management and results based management are two methods for coaching salespeople. There is not a right or wrong method, but there are pros and cons to both. Keep reading to find out which method will work best for you and your sales team.
Sales coaching is not simply about fixing what is right and wrong. It should be more about helping sales reps leverage their strengths and improve their weaknesses. Keep reading to learn 7 tips for coaching top sales reps to help them become even more successful.
A talented salesperson’s success can often be traced back to great coaching on strategic sales. Learn 4 tips for coaching sales strategy to your reps and help them become even more successful.
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- Scott Tapp, PGi
- Ralf VonSosen, LinkedIn
- Colleen Stanley, Sales Leadership, Inc.
- Tamara Schenk, Miller Heiman Research Institute
- Brendan Cournoyer, Brainshark
- Nita Shah, Hubspot
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There’s one search happening on Google that seems to bring a fair amount of traffic to The Sales Corner. The search is “Sales Probing Questions.” The people searching these terms are generally looking for information on how to establish the correct questions to ask their customers. They are looking for magic tools to help them decide what are the right questions or not. I wish I could tell you what questions always work, but the truth is that you have to deal with a lot of trial and error in any sales environment.
The goal is to increase sales or marketing visibility. In order to do this effectively you need to remain in constant production. The problem is that a lot of sales people, don’t know how to go about this in a way that’s beneficial, and doesn’t waste their time, or the customers time. Often times they get burned out.
Here are five Sales Probing Questions below that you can use to immediately start to impact your customer relationships. As a sales rep I pride myself on knowing my customers and what their problems are, and what makes them happy. You’ll find benefit in the same!
One of the biggest mistakes you can make is trying to sell to everyone that comes into your pipeline.
The reality is, not every prospect is an ideal candidate for your product or service. The sooner you learn this important lesson, the sooner you can focus on the prospects that are ideal candidates for you to work with.