That one is a long-lasting debate. Coming from the field myself, I have been working with salespeople for more than fifteen years. Each time we needed to make a change (push a new product, expand to a new territory, find a new channel partner, etc.), we talked about how much we should link the commissionContinue reading “What really motivates salespeople?”
Category Archives: Blogs
Coaching in sales management (Part 3- Final)
Now it is time to have a look at how to coach. Remember, you cannot coach your team members by telling them what to do. Your job is to help them to find what to do in their way and successfully execute…
Coaching in sales management (Part 2)
…How can you be a coach sales manager?
First, it is critical to understand your role, which is “maximizing the team’s ability to perform”.
Secondly, there are some prerequisites. You need to…
Coaching in Sales Management (Part 1)
First, let me share one thing about coaching. I can say that 90% of people around me who talk about coaching do not know what professional coaching is. With all their good intentions, they mix coaching with advising, mentoring, counseling, leading, guiding, etc.
… It requires time and effort. It might be a painful process for the manager when working under pressure to deliver results on time.
Sales performance curve
Sales performance curve gives us a clear idea of different sales mindsets…
Handling Objections
One of the leading sales training topics is “handling objections”. In this part, we discuss potential scenarios where the customer would come up with some arguments for not buying the product or the proposed service. And we teach the salesperson how to handle such situations and come up with additional arguments and explanations to convince the customer.
Firstly, I was curious whether customers/buyers were trained to develop objections. I always had a hard time understanding that part. Why would they even keep talking to the salesperson if they had valid objections for not buying?
Cold Calling
In the last two weeks, I had two interesting cold call experiences as a customer:
The first one came to my LinkedIn message box.
I opened it, and there was a video presentation. On the screen, I saw a person talking while scrolling down on my LinkedIn profile…
The best way to improve your selling performance
Most salespeople forget that they are also buyers at the same time. Think about the last time you bought something, your interaction with the salesperson, and how you made your buying decision…
STOP for Sales Effectiveness
As a salesperson, the most valuable resource you have is time; your success highly depends on how you spend it. Are you operating in the right geography and the right market segment? Are you targeting the right customers with the appropriate solution and the most profitable products? Are you chasing the right deals?
The answers to those questions give a great deal of information about a salesperson’s effectiveness. But…
Love what you do…but how?
Confucius made it clear more than two thousand years ago: “Choose a job you love, and you’ll never have to work a day in your life”. It turns out that it is not easy as we keep reminding ourselves of the same phrase for centuries. Moreover, when we think about “the job we love,” selling is not necessarily at the top of our list…
Learning for Performance 