See if this sounds familiar: You coach your sales team. You see them using new behaviors. But pretty soon they’re back to making the same mistakes as before. Creating permanent behavior change among your salespeople is the hardest part of coaching. And when reps backslide, it’s not just your frustration you have to worry about….Register Now
As a sales leader, your job isn’t to grow sales; it’s to grow salespeople. It’s their job to grow sales. Great thought but easier said than done. The problem is time. You want to give your people more skills training but there simply aren’t enough hours in the day. The precious little time you have…
Ask yourself one simple question: “Is my organization better off with trained or untrained salespeople?” It’s a no brainer. Trained salespeople are far better at conducting purposeful discovery, navigating sales objections and closing high-value deals. But there’s a problem. In most organizations, formal sales-skills training just doesn’t happen. The culprit: time. Sales Managers who are…
How to Kick Sales Reps Out of Their Comfort Zone with Jill Konrath, best-selling author of Agile Selling
Who’s winning in sales today? Salespeople who can step outside their comfort zone and embrace new ideas, new markets and new techniques. As a sales manager, you can’t count on your salespeople to do it on their own. Too often, they’re stuck doing the same old things the same old way, getting the same old…
You know all too well that new sales hires start out as a liability for your company. After weeks – even months – are put into finding the right candidate, you make the offer. Once they’re hired, the clock is running. You need to get them up to speed and contributing as fast as possible….