Developing Salespeople with Effective Coaching

developing salespeople

Developing salespeople doesn’t happen automatically. Many sales manager never invest the time and attention to do so and end up paying the price in turnover and poor sales. Developing salespeople requires you to understand and apply a simple yet powerful coaching process.  This process involves three steps. They are: 1.    Recognize coachable moments. Coachable mo­ments …

Read moreDeveloping Salespeople with Effective Coaching

Developing Salespeople with the OREO Model

developing salespeople

Developing salespeople is easy when you can understand and apply three basic concepts: 1.  “Winning is fun, losing isn’t!” 2.  “Winning is different for every person!” 3.  “Your job as a manager is to help your people win everyday!” When you discover what winning is for your people, then you are well on your way …

Read moreDeveloping Salespeople with the OREO Model

Sales Process: The Key to Growing Sales, Profits and Customer Loyalty

sales process

The sales process is one of the most overlooked assets a small business has for growing sales, profits and customer loyalty. If you want to grow your business this is one of the first places to look for dramatic results. I’ll explain why and what you can do to get the most out of yours. …

Read moreSales Process: The Key to Growing Sales, Profits and Customer Loyalty

How to Retain Customers on a Regular Basis

how to retain customers

How to retain customers on a regular basis is an important step for increasing sales, profits and customer loyalty. Here are three reasons why. Most (68%) customers stop doing business with a company because of indifference. Existing customers are more profitable long-term than new customers. It costs 5-6 times more to gain new customer than …

Read moreHow to Retain Customers on a Regular Basis

Developing Salespeople While Coaching on the Run

developing people

One of the biggest casualties in the battle to “do more with less” is developing salespeople. With fiercer competition, shorter deadlines, and the urgent replac­ing the important, sales managers are starting to view developing salespeople as a luxury they just can’t afford. Although common, this approach to manage­ment is short-sighted and can lead to long-term …

Read moreDeveloping Salespeople While Coaching on the Run

Sales Training Guidelines

sales training guidelines

If you want to increase the effectiveness of your sales training use these simple but powerful guidelines. Managers who view training sessions as merely a series of skill and product training exercises will fall short of providing a well-rounded training experience.  Salespeople also need feedback on how they’re doing, measures of adequate and maximum performance, …

Read moreSales Training Guidelines

Managing Poor Sales Performers

managing poor sales performers

One of the most difficult task for a manag­er is managing poor sales  perform­ers. Hoping a salesperson will “self-correct” usually doesn’t get the job done. Perfor­mance prob­lems occur for specific rea­sons and they usual­ly don’t go away unless they are effective­ly addressed. When a salesperson’s performance begins to slips, you need to act quickly and …

Read moreManaging Poor Sales Performers

Sales Training:Six Tips for Success

sales training

Will your next sales training event get rave reviews or be panned by a group of disappointed salespeople? Delivering successful sales training requires careful planning and preparation.The six tips described below will help make sure that you cover all the bases needed to succeed. 1. Assess Needs The key to successful sales training is not …

Read moreSales Training:Six Tips for Success

How to Avoid the Four Biggest Sales Negotiating Traps

sales negotiating

Improving your sales negotiating effectiveness may be the answer to increasing sales, profits and your income. Al­though there are no “silver bullets” for negotiation suc­cess, there are predictable mistakes that sabotage negotiation success. Knowing these mistakes in ad­vance and taking the action that top performing salespeople do to avoid them, can go a long way …

Read moreHow to Avoid the Four Biggest Sales Negotiating Traps

Sales Compensation Plans Pitfalls and How to Avoid Them

    How effective is your sales compensation plan? Does it help you attract the  people you    need     and are you able to keep your top performers? If you’re not  satisfied with your compensation plan, you may have one or more of the following sales compensation plans pitfalls. As you review each one, think about your own sales  …

Read moreSales Compensation Plans Pitfalls and How to Avoid Them