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The value and impact of sales coaching is widely accepted. Unfortunately, the reality is quite the opposite: very few sales managers are properly equipped or motivated to coach. The truth is that not all managers can coach and not all coaching is equal.
Today's sellers have a tech stack of four, five sometimes even six different applications which have driven an enormous increase in overall efficiency.
In the AA-ISP's 2017 Top Challenges Report, sales reps cited Lead Quantity & Quality as the top obstacle in the way of success. The second-highest challenge cited? Quota Expectations. These challenges are clearly connected: Reps struggle to prospect and therefore are worried about how to meet revenue targets.
Specifically, have you ever considered what role effective listening plays in world-class selling? You may be shocked to know that there is no more effective means of establishing rapport and no more effective way of being viewed as consultative than the ability to demonstrate attentive listening skills.
Cold calling gets a bad rap. Sales reps say they don't like making them, managers say their reps don't make enough of them and some "experts" will tell you they don't work. Research reveals, however, that 53% of B2B decision-makers reported that a cold call persuaded them to add a vendor to their shortlist.
Much has been written in recent years about how billions of dollars are wasted on sales training that never sticks. Since there are no opportunities to pursue without a first appointment, itÍs especially important to get prospecting training right.
Evaluating sales training is a major undertaking. With proper preparation, the process can yield tremendous results.
Think about your last 3 sales demos. How successful were they? There’s a right way – and a wrong way – to answer that question.
These 4 steps will help you understand how you can pose questions that will reveal important buyer cues, resulting in more impactful conversations for both parties.
