This is the second in a two-part series about bringing your sales coaching into the twenty-first century. Click here for part one. There’s a perception around old-school management that coaching takes salespeople away from selling (preventing maximum revenue generation). The problem is that research shows organizations with a formal sales coaching process driven by data...Read More
This is the first in a two-part series about bringing your sales coaching into the twenty-first century. Check back later for part two. This might shock you: According to research from Aberdeen Group, many sales managers still coach around old-school frameworks of emotion and gut instinct. Or it might not. In fact, you might be...Read More
When we promote top-performing sales reps to the manager level, we expect them to excel at sales coaching. That’s why we gave them the job, right? But that’s not always the case. Research shows sales managers only spend about 30 percent of their time on managing people. Even modern, data-driven organizations aren’t sure how to...Read More
Bad news, sales leaders: Great salespeople are slowing dying out, and we only have ourselves to blame. Reps do exactly what we ask, yet performance decreases while turnover increases. Where’s the disconnect? Sure, you can develop a more effective hiring plan, give your reps better technology or even develop your own sales methodology. But there’s...Read More
In the age of ubiquitous technology, no other productivity investment improves rep performance better than sales coaching. That’s according to research by the Sales Executive Council. And it makes sense. Vantage Point Performance Partner Jason Jordan explains that anything learned by salespeople during a day of offsite training sits in their head until needed. Coaching...Read More
Hiring a new sales rep is already a time-consuming process. But hiring a newbie who’s never sold before? That’s an even bigger task. A sales rep has to master many skills to deliver high performance, and that makes it hard to figure out the best place to begin. Do you start with prospecting? Discovery meetings?...Read More
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