What can you be doing, as the coach and leader of your sales team, to make sure your team has a successful 2024? I offer three ideas…
First – Spend more time riding with your reps to coach, not just going on sales calls to be able to close business. Can you be spending more time observing and coaching your reps one-on-one?
Second – Keep your coaching more future focused. Too many managers only focus on today and history topics. Instead of asking “What’d you sell last month?” and “What are you going to do today? Ask more “What new opportunities are you going to pursue in this new year?” questions.
Third – Help your reps think and plan more moves ahead. You’ve heard my joke from my programs saying most sales reps are like the HellAreWe bird… a 3-ft bird living in 4-ft grass spending their whole life saying “Where the hell are we?” Most salespeople only think and plan one move ahead.
What can you do this year to do more coaching and to help your reps think and plan more moves ahead?
Today’s video talks about these three ideas you as a sales manager can be implementing…to help your team sell even more in 2024!