Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

The Seven Sins of Sales Management.
Sin #7: I Coach them all the same, that's my style, irregardless of theirs!

1. Sales Coaching: One Style Does NOT Fit All

2. How To Coach Your Sales People

3. There are Five Levels of Sales Leadership, which level are you at?

4. How To Take Your Next Sales Leadership Step Forward

## Confessions of a Sales Pro, sponsored by Saleslook ##
Pipeline management software that provides your sales force with freedom and focus to do what they do best, build relationships and sell more.

Free Your Sales Force!
For more information visit https://www.saleslook.com/

Watch our 3-minute 𝑺𝒂𝒍𝒆𝒔𝒍𝒐𝒐𝒌 demo at https://vimeo.com/948869565

𝑻𝒓𝒚 𝒐𝒖𝒓 𝑭𝑹𝑬𝑬 𝟑𝟎-𝒅𝒂𝒚 𝒕𝒓𝒊𝒂𝒍 𝒂𝒏𝒅 𝒔𝒆𝒆 𝒇𝒐𝒓 𝒚𝒐𝒖𝒓𝒔𝒆𝒍𝒇 𝒉𝒐𝒘 𝒆𝒂𝒔𝒚 𝒊𝒕 𝒊𝒔 𝒕𝒐 𝒕𝒓𝒂𝒄𝒌 𝒚𝒐𝒖𝒓 𝒅𝒆𝒂𝒍𝒔 𝒂𝒏𝒅 𝒊𝒎𝒑𝒓𝒐𝒗𝒆 𝒚𝒐𝒖𝒓 𝒔𝒂𝒍𝒆𝒔: https://www.saleslook.com/trial

💡 Partner Opportunity: Become a Saleslook Affiliate and earn 20% ONGOING ROYALTY for every customer seat subscription.

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

The Seven Sins of Sales Management.
Sin #6: I Trust My Gut When Hiring Sales People!

1. Sales Interview Warning! Could be their best sales call, downhill after that!
2. Do you truly know who your best candidates are?
3. Are you are of the costs of hiring the wrong sales person?
4. When hiring new people are you raising your sales talent baseline?

## Confessions of a Sales Pro, sponsored by Saleslook ##
Pipeline management software that provides your sales force with freedom and focus to do what they do best, build relationships and sell more.

Free Your Sales Force!
For more information visit https://www.saleslook.com/

Watch our 3-minute 𝑺𝒂𝒍𝒆𝒔𝒍𝒐𝒐𝒌 demo at https://vimeo.com/948869565

𝑻𝒓𝒚 𝒐𝒖𝒓 𝑭𝑹𝑬𝑬 𝟑𝟎-𝒅𝒂𝒚 𝒕𝒓𝒊𝒂𝒍 𝒂𝒏𝒅 𝒔𝒆𝒆 𝒇𝒐𝒓 𝒚𝒐𝒖𝒓𝒔𝒆𝒍𝒇 𝒉𝒐𝒘 𝒆𝒂𝒔𝒚 𝒊𝒕 𝒊𝒔 𝒕𝒐 𝒕𝒓𝒂𝒄𝒌 𝒚𝒐𝒖𝒓 𝒅𝒆𝒂𝒍𝒔 𝒂𝒏𝒅 𝒊𝒎𝒑𝒓𝒐𝒗𝒆 𝒚𝒐𝒖𝒓 𝒔𝒂𝒍𝒆𝒔: https://www.saleslook.com/trial

💡 Partner Opportunity: Become a Saleslook Affiliate and earn 20% ONGOING ROYALTY for every customer seat subscription.

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

The Seven Sins of Sales Management.
Sin #5: They're On Commission, Why Worry About Managing Them Or Turnover?

1. Are you aware of the costs of sales turnover?
2. Finding the “right” sales person can be priceless, the “wrong” one, very painfu
3. Are your sales people working “hard” and “smart”?
4. Sometimes a PIP is the right solution!

## Confessions of a Sales Pro, sponsored by Saleslook ##
Pipeline management software that provides your sales force with freedom and focus to do what they do best, build relationships and sell more.

Free Your Sales Force!
For more information visit https://www.saleslook.com/

Watch our 3-minute 𝑺𝒂𝒍𝒆𝒔𝒍𝒐𝒐𝒌 demo at https://vimeo.com/948869565

𝑻𝒓𝒚 𝒐𝒖𝒓 𝑭𝑹𝑬𝑬 𝟑𝟎-𝒅𝒂𝒚 𝒕𝒓𝒊𝒂𝒍 𝒂𝒏𝒅 𝒔𝒆𝒆 𝒇𝒐𝒓 𝒚𝒐𝒖𝒓𝒔𝒆𝒍𝒇 𝒉𝒐𝒘 𝒆𝒂𝒔𝒚 𝒊𝒕 𝒊𝒔 𝒕𝒐 𝒕𝒓𝒂𝒄𝒌 𝒚𝒐𝒖𝒓 𝒅𝒆𝒂𝒍𝒔 𝒂𝒏𝒅 𝒊𝒎𝒑𝒓𝒐𝒗𝒆 𝒚𝒐𝒖𝒓 𝒔𝒂𝒍𝒆𝒔: https://www.saleslook.com/trial

💡 Partner Opportunity: Become a Saleslook Affiliate and earn 20% ONGOING ROYALTY for every customer seat subscription.

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

The Seven Sins of Sales Management.
Sin #4: Forecasting is easy, last year plus 10% right?

## Confessions of a Sales Pro, sponsored by Saleslook ##
Pipeline management software that provides your sales force with freedom and focus to do what they do best, build relationships and sell more.

Free Your Sales Force!
For more information visit https://www.saleslook.com/

Watch our 3-minute 𝑺𝒂𝒍𝒆𝒔𝒍𝒐𝒐𝒌 demo at https://vimeo.com/948869565

𝑻𝒓𝒚 𝒐𝒖𝒓 𝑭𝑹𝑬𝑬 𝟑𝟎-𝒅𝒂𝒚 𝒕𝒓𝒊𝒂𝒍 𝒂𝒏𝒅 𝒔𝒆𝒆 𝒇𝒐𝒓 𝒚𝒐𝒖𝒓𝒔𝒆𝒍𝒇 𝒉𝒐𝒘 𝒆𝒂𝒔𝒚 𝒊𝒕 𝒊𝒔 𝒕𝒐 𝒕𝒓𝒂𝒄𝒌 𝒚𝒐𝒖𝒓 𝒅𝒆𝒂𝒍𝒔 𝒂𝒏𝒅 𝒊𝒎𝒑𝒓𝒐𝒗𝒆 𝒚𝒐𝒖𝒓 𝒔𝒂𝒍𝒆𝒔: https://www.saleslook.com/trial

💡 Partner Opportunity: Become a Saleslook Affiliate and earn 20% ONGOING ROYALTY for every customer seat subscription.

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

The Seven Sins of Sales Management.
Sin #3: The Salespersons Job Is To Sell. Mine Is To Manage The Operation.

## Confessions of a Sales Pro, sponsored by Saleslook ##
Pipeline management software that provides your sales force with freedom and focus to do what they do best, build relationships and sell more.

Free Your Sales Force!
For more information visit https://www.saleslook.com/

Watch our 3-minute 𝑺𝒂𝒍𝒆𝒔𝒍𝒐𝒐𝒌 demo at https://vimeo.com/948869565

𝑻𝒓𝒚 𝒐𝒖𝒓 𝑭𝑹𝑬𝑬 𝟑𝟎-𝒅𝒂𝒚 𝒕𝒓𝒊𝒂𝒍 𝒂𝒏𝒅 𝒔𝒆𝒆 𝒇𝒐𝒓 𝒚𝒐𝒖𝒓𝒔𝒆𝒍𝒇 𝒉𝒐𝒘 𝒆𝒂𝒔𝒚 𝒊𝒕 𝒊𝒔 𝒕𝒐 𝒕𝒓𝒂𝒄𝒌 𝒚𝒐𝒖𝒓 𝒅𝒆𝒂𝒍𝒔 𝒂𝒏𝒅 𝒊𝒎𝒑𝒓𝒐𝒗𝒆 𝒚𝒐𝒖𝒓 𝒔𝒂𝒍𝒆𝒔: https://www.saleslook.com/trial

💡 Partner Opportunity: Become a Saleslook Affiliate and earn 20% ONGOING ROYALTY for every customer seat subscription.

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

The Seven Sins of Sales Management.
Sin #2: Why Do Salespeople Need Recognition? We Pay Them To Sell!

## Confessions of a Sales Pro, sponsored by Saleslook ##
Pipeline management software that provides your sales force with freedom and focus to do what they do best, build relationships and sell more.

Free Your Sales Force!
For more information visit https://www.saleslook.com/

Watch our 3-minute 𝑺𝒂𝒍𝒆𝒔𝒍𝒐𝒐𝒌 demo at https://vimeo.com/948869565

𝑻𝒓𝒚 𝒐𝒖𝒓 𝑭𝑹𝑬𝑬 𝟑𝟎-𝒅𝒂𝒚 𝒕𝒓𝒊𝒂𝒍 𝒂𝒏𝒅 𝒔𝒆𝒆 𝒇𝒐𝒓 𝒚𝒐𝒖𝒓𝒔𝒆𝒍𝒇 𝒉𝒐𝒘 𝒆𝒂𝒔𝒚 𝒊𝒕 𝒊𝒔 𝒕𝒐 𝒕𝒓𝒂𝒄𝒌 𝒚𝒐𝒖𝒓 𝒅𝒆𝒂𝒍𝒔 𝒂𝒏𝒅 𝒊𝒎𝒑𝒓𝒐𝒗𝒆 𝒚𝒐𝒖𝒓 𝒔𝒂𝒍𝒆𝒔: https://www.saleslook.com/trial

💡 Partner Opportunity: Become a Saleslook Affiliate and earn 20% ONGOING ROYALTY for every customer seat subscription.

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

The Seven Sins of Sales Management.
Sin #1: Promoting Your Top Salesperson To The Role of Sales Manager.

## Confessions of a Sales Pro, sponsored by Saleslook ##
Pipeline management software that provides your sales force with freedom and focus to do what they do best, build relationships and sell more.

Free Your Sales Force!
For more information visit https://www.saleslook.com/

Watch our 3-minute 𝑺𝒂𝒍𝒆𝒔𝒍𝒐𝒐𝒌 demo at https://vimeo.com/948869565

𝑻𝒓𝒚 𝒐𝒖𝒓 𝑭𝑹𝑬𝑬 𝟑𝟎-𝒅𝒂𝒚 𝒕𝒓𝒊𝒂𝒍 𝒂𝒏𝒅 𝒔𝒆𝒆 𝒇𝒐𝒓 𝒚𝒐𝒖𝒓𝒔𝒆𝒍𝒇 𝒉𝒐𝒘 𝒆𝒂𝒔𝒚 𝒊𝒕 𝒊𝒔 𝒕𝒐 𝒕𝒓𝒂𝒄𝒌 𝒚𝒐𝒖𝒓 𝒅𝒆𝒂𝒍𝒔 𝒂𝒏𝒅 𝒊𝒎𝒑𝒓𝒐𝒗𝒆 𝒚𝒐𝒖𝒓 𝒔𝒂𝒍𝒆𝒔: https://www.saleslook.com/trial

💡 Partner Opportunity: Become a Saleslook Affiliate and earn 20% ONGOING ROYALTY for every customer seat subscription.

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

Regardless of the business process, accounting, operations, software development, even warehouse management, software has never corrected or created an effective process.  You must start with an effective process first, and then apply the appropriate tools or software to support the effective process. 

Let us use the game of golf to provide you with an example to drive home the point. I have been golfing for years but still have a slice which usually puts me in the rough or even the trees for my next shot. 

What would happen if I ran back to the pro shop and purchased one of those Big-Headed Drivers? Does the “tool” fix the problem? Absolutely not, in fact I’ll go even deeper into the trees. 

My problem is in my swing, or simply said, my process. After correcting my swing, with lessons and practice, I’m ready to add the ‘Big Club’ to go further, but only once I’ve addressed the process. The very same point can be stated about sales software or CRMs.

In recent surveys, over 70% of the CRM initiatives failed to meet the customer’s expectations, due primarily to two factors. 

The first and most dramatic is that sales organizations, in trying to implement the software, do not have a consistent sales process that incorporates their best practices. 

The second failure factor comes from the sales force not “buying in”. This is based on the fact that the software takes far too long to input information and provides limited, if any, payback in helping them win more business.   

Salespeople ask the question ...“does the software help me win? Or is it just more admin.?” Process and methodology must come first; then you’re ready to implement software to support the sales force.

QUESTIONS: 

• When asking your sales force, “does your sales management software help you win”, what would their answers be?  
  
  
• Did you have a consistent and effective sales process that incorporated your best sales practices prior to implementing your sales management software or CRM solution?  
  
  
• Can you quantify your return on investment with your sales management software or CRM solution?  If you had to do it again, what would you do differently? 

## Confessions of a Sales Pro, sponsored by Saleslook ##
Pipeline management software that provides your sales force with freedom and focus to do what they do best, build relationships and sell more.

Free Your Sales Force!
For more information visit https://www.saleslook.com/

Watch our 3-minute 𝑺𝒂𝒍𝒆𝒔𝒍𝒐𝒐𝒌 demo at https://vimeo.com/948869565

𝑻𝒓𝒚 𝒐𝒖𝒓 𝑭𝑹𝑬𝑬 𝟑𝟎-𝒅𝒂𝒚 𝒕𝒓𝒊𝒂𝒍 𝒂𝒏𝒅 𝒔𝒆𝒆 𝒇𝒐𝒓 𝒚𝒐𝒖𝒓𝒔𝒆𝒍𝒇 𝒉𝒐𝒘 𝒆𝒂𝒔𝒚 𝒊𝒕 𝒊𝒔 𝒕𝒐 𝒕𝒓𝒂𝒄𝒌 𝒚𝒐𝒖𝒓 𝒅𝒆𝒂𝒍𝒔 𝒂𝒏𝒅 𝒊𝒎𝒑𝒓𝒐𝒗𝒆 𝒚𝒐𝒖𝒓 𝒔𝒂𝒍𝒆𝒔: https://www.saleslook.com/trial

💡 Partner Opportunity: Become a Saleslook Affiliate and earn 20% ONGOING ROYALTY for every customer seat subscription.

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

The most powerful tool a salesperson has is the power of proof "the reference customer". 

We work with a wide range of companies and we usually discover that they are not fully leveraging their existing customers to help them succeed. 

In our sales performance workshops, we teach the seven "R's" of consultative selling.  Four of them are: 

• Relationship... 
• Reference... 
• Repeat... and 
• Referral... 

Put your clients on your sales team.

QUESTIONS: 

• How many letters of reference from existing customers do you have on file?  
  
  
• How many customers do you have?  
   
   If the customer does not want to give you a letter, you must ask why not?  And you must address the issue proactively.  This is another positive aspect of asking for the reference letter. 
  
  

## Confessions of a Sales Pro, sponsored by Saleslook ##
Pipeline management software that provides your sales force with freedom and focus to do what they do best, build relationships and sell more.

Free Your Sales Force!
For more information visit https://www.saleslook.com/

Watch our 3-minute 𝑺𝒂𝒍𝒆𝒔𝒍𝒐𝒐𝒌 demo at https://vimeo.com/948869565

𝑻𝒓𝒚 𝒐𝒖𝒓 𝑭𝑹𝑬𝑬 𝟑𝟎-𝒅𝒂𝒚 𝒕𝒓𝒊𝒂𝒍 𝒂𝒏𝒅 𝒔𝒆𝒆 𝒇𝒐𝒓 𝒚𝒐𝒖𝒓𝒔𝒆𝒍𝒇 𝒉𝒐𝒘 𝒆𝒂𝒔𝒚 𝒊𝒕 𝒊𝒔 𝒕𝒐 𝒕𝒓𝒂𝒄𝒌 𝒚𝒐𝒖𝒓 𝒅𝒆𝒂𝒍𝒔 𝒂𝒏𝒅 𝒊𝒎𝒑𝒓𝒐𝒗𝒆 𝒚𝒐𝒖𝒓 𝒔𝒂𝒍𝒆𝒔: https://www.saleslook.com/trial

💡 Partner Opportunity: Become a Saleslook Affiliate and earn 20% ONGOING ROYALTY for every customer seat subscription.

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com

"If you fail to plan, you plan to fail" … this is so true in the world of sales. Beyond having an annual sales quota, every salesperson needs to have a plan to achieve, in fact overachieve, his or her numbers. Salespeople need to build an annual strategy, broken down into monthly goals and objectives. 

Quarterly, the salesperson and sales manager should review these goals and make any needed adjustments to ensure the completion of the plan. This sin is as much an issue for salespeople as it is for sales management. 

There are two modes of selling:  

1. The first we refer to as "hunting", or identifying, qualifying and winning new accounts. 
2. The second we refer to as "farming", or account management of existing clients, ensuring maximum repeat and referral potential. 

In today's economy, the luxury of having a team of hunters and a team of farmers is all but gone. Each salesperson must manage their existing customers while continually prospecting for new business.  

Many salespeople are resting on the laurels of their previous big wins, giving their prospecting, low to no priority. Prospecting activity needs to be given priority and requires a real discipline. 

Every salesperson should not only have a revenue quota, but also a monthly quota for meeting with new prospective clients. Nobody can manage results, only the activity that leads to results. And you cannot manage, what you do not measure.

QUESTIONS: 

• How confident are you in your existing documented sales plan?  
  
  
• How many new business meetings do your salespeople hold consistently on a monthly basis?  
  
  
• Is this level of activity enough to meet your company's growth projections?

## Confessions of a Sales Pro, sponsored by Saleslook ##
Pipeline management software that provides your sales force with freedom and focus to do what they do best, build relationships and sell more.

Free Your Sales Force!
For more information visit https://www.saleslook.com/

Watch our 3-minute 𝑺𝒂𝒍𝒆𝒔𝒍𝒐𝒐𝒌 demo at https://vimeo.com/948869565

𝑻𝒓𝒚 𝒐𝒖𝒓 𝑭𝑹𝑬𝑬 𝟑𝟎-𝒅𝒂𝒚 𝒕𝒓𝒊𝒂𝒍 𝒂𝒏𝒅 𝒔𝒆𝒆 𝒇𝒐𝒓 𝒚𝒐𝒖𝒓𝒔𝒆𝒍𝒇 𝒉𝒐𝒘 𝒆𝒂𝒔𝒚 𝒊𝒕 𝒊𝒔 𝒕𝒐 𝒕𝒓𝒂𝒄𝒌 𝒚𝒐𝒖𝒓 𝒅𝒆𝒂𝒍𝒔 𝒂𝒏𝒅 𝒊𝒎𝒑𝒓𝒐𝒗𝒆 𝒚𝒐𝒖𝒓 𝒔𝒂𝒍𝒆𝒔: https://www.saleslook.com/trial

💡 Partner Opportunity: Become a Saleslook Affiliate and earn 20% ONGOING ROYALTY for every customer seat subscription.

Learn more about my Sales Training & Coaching programs at www.SalesMentorU.com