The average sales leader spends less than 20 percent of his or her time on proactive sales coaching. But Steve Benson says frontline managers should proactively engage with reps every day. “If you haven’t talked to someone on your team in five days, you’re probably not coaching him or engaging with him on deals,” Steve...Read More
Picture this: You’re sifting through a pile of emails you received in the last hour, just trying to stay on top of it all. You come across an email with this subject line (and your name is Kim): Do you click? Of course you do! We love video. It’s impossible to resist. When you open...Read More
Almost three-quarters of leading companies cite sales coaching as the most important role of frontline sales managers. However, less than 20 percent of the average sales leader’s time is spent on proactive coaching. Like selling, proactive coaching requires rigor and discipline to execute the day-to-day activities needed for success. Many don’t execute coaching sessions regularly...Read More
The term “sales coaching” has been thrown around a lot over the last couple of years with fluffy descriptions, opinionated articles, unclear explanations of what it entails and very little discussion of the ROI potential. We’re here to clear things up. Let’s break down why sales coaching matters, how it looks and what you can...Read More
Do you only administer sales coaching on an ad hoc basis, when you overhear a poor discovery call or watch a rep struggle with a deal? If so, you have a problem. The most effective sales coaching is proactive, consistent and data-driven. Let’s be clear: When a rep struggles or requests help, impromptu coaching sessions...Read More
“Don’t fire ‘till you see the whites of their eyes!” – Colonel William Prescott History can often teach us important lessons. In our case, this infamous quote from the Battle at Bunker Hill can serve as a lesson of precision and diligence. For a B2B sales rep, patience is tough to maintain at certain parts...Read More
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