Sales managers today have to be great sales coaches to get the sales results they are looking for. Sales results do come from sales coaching, and without sales coaching the sales results will not be there.

As a sales manager how do you coach for sales results and how often do you coach? When and where do you coach.

Sales coaching for sales results should be a daily behaviour for sales managers. Remember, it is also your target and you are in your job to coach your people to getting the sales results.

   … Continue Reading » »

Tags: sales tips, free sales training, goal setting worksheet, sales coaching

Sales coaching for sales results requires trust, commitment and communication skills. Sales coaching for sales results is a guided self discovery process where the sales coach asks questions and the person to provide the sales results provides the answers.

If you are a sales coach, you have to first create rapport - find commonality, show interest by asking questions about the other person’s personal interest and listen, while showing concern.

To build that rapport you can also mirror and match body language and tone. That also plays a big role in acquiring trust between the sales coach and the sales results producer.

   … Continue Reading » »

Tags: how to sell, marketing and sales strategies, free sales training, sales strategies

Sales coaching for the front line is not as common as it used to be. Sales managers are too busy kissing butt upwards and are forgetting what their real job is - to provide sales coaching to the front line in order to get the sales results that is expected of them!

Sales coaching is one of the best ways of not only helping your sales team (your customer) hit target, but exceed target and consistently maintain sales results. Sales coaching gets the sales results that your organization needs in order to stay in business.

Are sales coaching and sales results not the primary focus and responsibility of every sales manager? If not, what is?

   … Continue Reading » »

Tags: free sales training, sales coaching, sales strategies, marketing and sales strategies

Do you know what sales discipline means? Are you disciplined in your role as a professional sales coach or salesperson? Are you getting the sales results you are looking for?

Sales discipline is the key to success. Sales discipline in a behaviour (B) in the ABC, 123 Sales Results System, a non-traditional sales process.

Sales discipline means doing what you have to do even when you do not want to do it. In sales, that can mean a lot, but let’s focus in on lasting sales results.

   … Continue Reading » »

Tags: marketing and sales strategies, how to sell, increase sales, free sales training

It is so easy to identify traditional sales people. All you have to do is stand still, listen and you will hear them. Traditional sales people are always talking. They think by talking they are sharing and giving, with the desire of a gain. Unfortunately, that doesn’t work that way anymore, and I don’t think it ever really did.

Sales people think that when they are talking they are in control. In reality, traditional sales people are totally out of control. Little do they realize that the customer is in total control and playing with the sales person. The more the sales person talks, the more they have to loose. However, with a reverse sales strategy, the sales person can engage the customer, get them talking, build trust, ask qualifying questions and quickly determine is the customer is worthy of their time or not.

   … Continue Reading » »

Tags: sales coaching, self motivation tips, increase sales, sales strategies

If yes, you know why you are going to work. However, when I ask sales professionals around the world why do you go to work, I always get the same answer – Money.

Most people think that motivation and money are the same. They are not.

Motivation is defined as a motive to act. What gets you up in the morning, why do you go to work? It is more that just the money.

In sales, motivation is usually external. External motivation is never-lasting. It is temporary and will not last long. Money is an external sales motivator. If I give the sales professional a bonus this year, the motivation will last for a while, but will die off. Also, the sales professional’s expectation for next year will be a higher or bigger sales bonus.

   … Continue Reading » »

Tags: effective time management skills, sales coaching, sales strategies, team building skills

Sales is a tough profession and only those with the desire to be in sales will survive. That desire stems from the foundation of all successful people – Attitude. Yet what is attitude?

Attitude, the “A” in the ABC, 123 Sales Results System, a non-traditional sales process, is defined as follows:

Attitude is your way of thinking or behaving. Your attitude towards people influences your behaviour towards them. Your attitude affects your level of satisfaction with life, and with your job. Your attitude affects everyone who comes into contact with you.

   … Continue Reading » »

Tags: sales coaching, self motivation tips, team building skills, effective time management skills

The toughest job of a sales manager is to demonstrate appropriate sales behaviour. Behaviour that he, or she, would like to see followed by their sales team. So, what would be the appropriate sales discipline (behaviour) for sales managers to demonstrate?

Are you telling your sales people what to do? Are you telling them what their sales targets are? If so, who really owns the target? Are you sales people really committed?

How do you think telling them makes them feel – not trusted, not knowledgeable, not professional? Do you like to be told what to do by your boss? How does it make you feel when you are told what to do?

Well, if you demonstrate a telling behaviour with your sales people, what do you expect your sales team to do with their customers? Most sales people don’t like to be told what to do, nor do customers, and that is usually what selling is all about – telling. When you are telling it indicates lack of trust and empowerment.

Sales professionals, customers, and probably you too, like to be engaged. To be engaged means to be consulted or asked. When asked or consulted, you feel empowered, trusted and become more motivated and committed because you own the idea. Are you asking your sales people, or telling them what to do? Are you sales people asking questions of their customers or telling them about their company and it’s products and services. The chances are they are doing exactly what you are doing – monkey see, monkey do.

The Bottom Line: Discipline yourself to demonstrate appropriate behaviours. One of the disciplines is to ASK, not tell.

Tags: goal setting worksheet, how to sell, self motivation techniques, sales coaching