Sales Coach

One of the questions that I ask sales teams when working with them for the first time is this: ‘tell me what you sell’. Now, there is any number of directions in which this conversation can go… 

Usually…. sales reps’ responses refer to products or services. Sometimes, they go a little deeper and regale me with the advantages and benefits which these same products and services confer on the customer.

That’s the right answer in a sense… but I think that's missing the big picture. I think what your sales team are really selling is not a product or a service….but a promise. 

In a philosophical sense, every product and service is simply a promise of an outcome for a customer.

A customer percieves value relative to your business’s ability to deliver a promise. Think about it. 

When salespeople break a promise - even unintentionally - that has implications for your business.

This is why it so important that sales people learn the importance of keeping promises…and realise the implications for your business when they don’t.

Check out the episode this Thursday on the Inside Sales Coach Podcast

Mark

p.s. Subscribe to the show now to get the heads-up on new episodes every Thursday!

On more occasions than I can't remember, I have watched a sales team begin their day without any consensus on what to achieve and how it's going to be achieved. 

Most sales managers would agree that meetings can be an enormous time suck. They cut into the productivity of the day. Sometimes, they go completely off topic and that's a pity because… if run properly they can be highly productive and help energise your sales team and drive accountability. I am a big advocate of a daily stand-up sales meeting 

So today we're going to look at some advantages to correcting this and I'm going to give you five tips to running a highly effective daily sales meeting.

Thanks for listening. Enjoy the show!

Mark

p.s. Subscribe to the show now to get the heads-up on new episodes every Thursday!

It's May 4, 2020. Where did April go? We’re all still locked up or cocooned or working remotely from home offices.

Time flies when you’re having fun (or not having fun). But time is lost when you’re not tracking to goals. So it worries me when people have no goals or say they have no goals.

Whether daily, weekly, monthly, quarterly, half-yearly or yearly. Everyone in sales should have goals, both personal and professional. We need sales people to turn up to work with a deep personal sense of why they do what they do.

How-to-do: That’s the job of training. But 'why' your sales team what they do and helping them to connect with that 'why' to drive sales performance, that’s the job of coaching.

So today, we’re going to spend some time helping you to coach goal-setting in your sales team and show you why setting sales goals really, really matters.

Thanks for listening. Enjoy the show!

Mark

p.s. Subscribe to the show now to get the heads-up on new episodes every Thursday! (edited) 

1. The person being coached discovers that something needs to change - they uncover 
2. The person being coached realises that they they need to be the agent of that change - they understand
3. The person being coached guides themselves to the point where they take responsibilty for the change and take action - they unlock

Have you coached your sales team yet? Are you by now convinced of the benefits of sales coaching? The powerful and in many cases transformational benefits of great sales coaching include: 1. increased productivity 2. increased retention 3. Increased sales performance  Most sales people get some form of training typically early on in their role.

But I've never heard of anyone getting too much coaching.

In fact, it's the opposite. Most businesses are beginning to realise that sales coaching isn't just for some people.

It's for all sales people or at least for those people in sales who aspire to be the best at what they do. Today, I am going to show you how to set up your first sales coaching session the right way, the simple way, the easy way so you are prepared you are relaxed your are confident.

Thanks for listening. Enjoy the episode!

Mark

p.s. subscribe to the show right now for more great episodes to help you increase your sales teams' performance

Have you noticed the incredible rise in focus on sales coaching by managers? Businesses like yours need managers like you to coach. You can hire people like me to coach your team. But you also need to be a coach to your team. It isn’t about wearing a different hat. It’s about transforming the person beneath that hat. (You)

Most salespeople I speak with would love more coaching - get lots of short, directional feedback, often corrective a result of making a mistake. Many managers I speak with admit they should coach more, but can’t or won’t and don’t. So today, let’s take a look at how you can go from Boss to Coach here on the Inside Sales Coach Podcast. Thanks for listening. Enjoy the episode! Mark  p.s. Subscribe to the show today to get the heads-up on new episodes with tips for inside sales leaders just like you

Are your sales people doing all the right things to get your prospects to move forward? Many salespeople just don’t understand how or why buyers think and act they way they do. They won’t reveal the information you need to qualify them. They don’t see the value in what you offer. They don’t return your calls. The consequence is that they can’t see why they should buy and they don’t buy. In today’s epsiode, you’re going to understand the power of leveraging human psychology in a way that persuades them to take action.

With the current global situation changing the way you do business, how can you get your team to develop a routine and stick to it?