Sales Coaching Tip
After all is said and done (listening, planning, practicing, preparing, attitude adjustments, etc)…IF YOU ARE NOT OUT SELLING, YOU ARE BEING OUT SOLD.
TOP PERFORMING sales professionals too often get bogged down with too many unnecessary and labor intensive administrative chores imposed on them by a poorly defined sales management process. (e.g. legacy/manual forecasting systems, CRM systems that are not used correctly). Therefore, impeding their quantity & quality face time with clients and prospects. Release (free up) your top performers by giving them administrative support and streamlining/optimizing systems, processes, and reporting requirements.
UNDER PERFORMING sales professionals too often welcome all administrative tasks and sales/reporting fire drills as an escape and sanctioned excuse for not achieving goals. Even more importantly, this group must be released (freed up) by giving them administrative support and streamlining/optimizing systems, processes, and reporting requirements. To help get them back on track, some initial performance coaching focused on easy wins (appointment setting, proposal submitted, etc) will be required to build confidence, momentum, sales endurance.
Nothing, absolutely nothing happens without ACTION. The law of physics says…for every ACTION, there is an equal and opposite reaction (RESULTS). So, as the recording artist Sting sings in one of his songs, “If You Love Someone, Set Them Free.” You do love your sales people? Sales people need love too (smile).
If you need help implementing a program like this, consider contacting a sales consultant.
Share your experience by leaving a comment.
At http://www.360salesfocus.com we have an entire integrated sales and marketing company at your disposal. How can we help you generate more business? Let’s talk about making something happen for your company.
Carlos Diggs is Managing Partner at 360 Sales Focus, a full service sales and marketing consultancy. His LinkedIn profile can be viewed at www.linkedin.com/in/carlosdiggs. Reach Carlos at email@example.com or 410.782.0360 or follow him on Twitter at www.twitter.com/360salesfocus.Google+