Effective Sales Coaching It’s a widespread challenge among managers and team leaders: you need your employees to be as effective as possible. It’s essential that as a manager, you can trust their performance and have confidence in their abilities. When that becomes a problem, oftentimes the result is employee turnover. But here are some scary...Read More
Oftentimes, people come to work in sales from a variety of backgrounds. This can be great because it provides the industry with a multitude of perspectives and views, but it can also be tricky to train people who have never sold your product or anything similar before. One thing to consider when hiring those new...Read More
Coaching is a hot topic in the sales world but we normally only hear about it in relation to personal development. Articles covering topics such as “how to be the best coach” or “coaching tips for sales managers” are great to assist in developing your own coaching techniques, but when it comes down to it,...Read More
Everyone’s heard the saying “practice makes perfect”. As cliche as it sounds, it’s true! The only way to perfect your sales pitch, is for reps to practice and managers to offer consistent sales coaching. Although many salespeople regularly rehearse for big presentations beforehand, the techniques used for cold calling and value touching are rarely practiced....Read More
If you ask sales managers their thoughts on the purpose of coaching, many will say they use it to correct negative behaviors via real-time feedback. This results in the following type of situation: A sales rep just finished a rather tough call. As soon as he hangs up, his manager comes up to his desk...Read More
According to a 2018 report by InsideSales, sales development representatives (SDRs) ramp time has increased by 5.8% from 2017… going from an average of 4 months to 4.2 months. Inbound reps have an even harder time, with an average ramp time of 5 months. Although this difference isn’t shocking, it’s a trend that teams...Read More
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