Articles for Sales Management Professionals

Today’s video discusses your important role as the leader of your team, and getting you in front of more buyers so your team can sell even more!

What can you be doing as the coach and leader of your team to help them build stronger tools and processes like defining the steps of a sales call, clarifying your new business selling process or your plans to grow existing customers over the next year?

How much time are you going to spend in 2024 riding with your reps and coaching to improve their selling process skills and messaging?

What can you, as a sales leader, do to help your team better understand how to persuasively handle objections…and to see the positives in their buyers’ complaints and concerns?

Being effective in selling today requires us to sell to the full range of buyers available to us. How flexible are your reps at selling to someone who is not like them?

How tactically strong are the members of your sales team? The challenge is most sales people are weak tactically. You can test this with your team.

How much value are you and your team getting from your lost sales? What are the current processes you have in place to debrief, learn and adjust your selling processes based on what you learn from each loss?

How proactive is your team’s support of these buyers? How are you monitoring your buyer’s inventory levels? How are you reminding them when it’s time to reorder? And, if you sell equipment, how are you maintaining their equipment maintenance and service levels?

Are your sales reps successfully selling against their low-priced competitors by selling to the “FUD Factor?” The “FUD Factor” is an old selling concept that stands for FEAR, UNCERTAINTY, and DOUBT. How is your team selling against a lower-priced competitor who likely has less quality, lower service, but a much cheaper price?