Rating systems have been relied upon for years to improve performance. Often times a person’s career, pay raise or job is in the balance. How effective is your performance management rating system? A study published in the Journal of Applied Psychology sheds a not too flattering light on rating systems and what they really measure. …
Developing salespeople is like saving for retirement. If you don’t create a realistic plan and invest accordingly you’ll be disappointed when you retire. Salespeople need a plan and an investment of time and energy in order to help them realize their full potential. Too often training and developing salespeople becomes a “round to it” for …
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 …
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 …
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, …
A common problem on coaching calls is the sales manager taking over the sales call or “stepping in”. Sales managers often ask “when is it appropriate to step in?” Some of the most common reasons given for stepping in are: • The salesperson is really in trouble • The salesperson has made a major mistake …
Read moreSales Coaching : When Do You Step In on a Sales Call?
To be a successful sales manager and increase sales you must learn how to effectively perform curbside coaching. Every sales call presents “lessons to be learned”. Salespeople who learn these lessons best develop their capabilities and improve their performance. Those who don’t or can’t learn the lessons find themselves doomed to mediocrity or failure. Your …
Improving sales performance is an ongoing challenge for sales executives and business owners. One tool available for accomplishing this goal is sales training. Sales training is an option if you need to change salespeople’s behavior or improve their skills. Ultimately, sales training must produce good performance to be worth the time and resources it takes …