Building sales organizations and mentoring the team for optimum sales success
While attending a recent seminar with small business owners, I found myself knee-deep in a discussion about what salespeople really do. Contrary to the business owners’ thoughts on the matter, I proposed that there are ONLY two (2) things a salesperson will do … What you pay them for, and what you measure.
Do you agree?
[Read more…] about A Salesperson is Hardwired To Do Only Two Things!
Studies show that many sales compensation plans fail to motivate salespeople and end up overpaying poor performers. Studies also show that most employees see no connection between their performance and their pay.
With these unfortunate realities in mind, here are five keys for creating and managing a successful sales compensation plan:
Let’s take a closer look at each of these sales compensation plan essentials.
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Evaluating your sales team’s performance is the best way of understanding where improvements can be made. Read on to learn how to evaluate your team to help them perform better.
Are you worried about your sales team’s performance while working from home? Do you wish you had different ways to coach them on perfecting their sales pitch? This all starts with how you choose to evaluate. Taking the time to rate and observe your team’s sales rep performance will provide accountability and teachable moments.
[Read more…] about How to Evaluate Your Sales Team’s Performance
Communication is everything in sales. Balancing personable conversation with underlying messaging as succinctly as possible is a skill that separates the good from the great sales people.
Ultimately, mastery of this skill blends those elements into a fluid conversation, which translates to a more dynamic and efficient sales person. What you don’t want to do is make your thought process too transparent, turning a relaxed conversation into a tense effort to get the other person interested in your company or product.
Luckily there’s always room for anybody to improve.
[Read more…] about How to Improve Sales Talk
Truly effective sales coaching is not easy, but a good mix of focus, communication, relationship building and accountability will go a really long way
Managing sales comes with the challenge of when to be the coach and when to be the boss— when to check in to make sure they’re on track versus letting them flourish in independence.
[Read more…] about Effective Sales Coaching
A look at some of the top strategies and tips to help your team improve sales calls and sales numbers. How to get the most out of your sales team.
There’s always room for improvement when it comes to your team’s sales calls, but it can be hard to decide the most effective way to go about it. Everyone has unique strengths, experiences, and weaknesses, so one piece of advice is rarely a “fix all.”
It’s also possible some strategies will backfire and end up demoralizing your team instead of providing motivation to improve their skills.
[Read more…] about Great Tips And Strategies To Help Your Team Improve Sales Calls