Articles for Sales Management Professionals

Join me as I share how you can vary your team’s sales messaging by utilizing sales campaigns. Think this idea of sales campaigns could help your team sell even more?

As the coach and leader of your sales team, are you a student of selling? How aware are you of the simple steps and structures of selling that can make your people more persuasive? Your job as their coach and leader is to help them discover these critical selling skills. How much selling skills coaching have you been doing lately with your team?

Are you asking the best questions as the coach and leader of your sales team? Your effectiveness as a sales coach is based on your ability to increase their awareness, increase their view of the direction they need to go with this account, to help them prepare and understand what kind of problems they might have on their calls.

Where are you spending your time as a coach and leader of your sales team? Are you, like most sales managers, spending all your time fighting symptoms or are you really solving problems?

What kinds of questions are you asking your sales team? Are you focusing on only asking about expected results (asking “WHAT” focused questions), or are you also focusing on how they’re achieving their selling processes (asking “HOW” questions)?

How effective are your salespeople at getting out of a sales call that's not going very well? Look at all the training other Industries give their people. Astronauts do extensive training on what to do if something goes wrong. They practice how to safely escape when there’s a problem.

Are you taking maximum advantage of your inside sales team that supports your outside sales reps? We need to make sure our outside sales reps are not wasting a lot of time selling to smaller accounts that could be persuasively handled by your inside team. 

Join me as I talk about how you can become a stronger coach and leader of your team, by becoming more of a fourth-level problem solver based on monitoring conditions and then taking proactive action that you initiate. Think this plan might help your team to sell even more?

What are you doing to build your sales leadership team for the future? Front line individual with the potential to lead your sales team to continue growing your markets and sales?