Ask a rep, “Where is your prospect in their buying process and what specific action do you want the prospect to take next?” #salesmanagement #salesleadership #salescoaching

Great coaches place much emphasis on the effort to connect with each rep on their team. #sales #salestips #salesteam #salescoach #salesleader #salesleadership #salescoaching #salesrep #salesmanager #salesmanagement #vpofsales #saleslife #salestip #salessuccess

E-mail best practices: send fewer emails. Make them shorter. Don’t send thank you’s. Be specific about what you need. Set team standards. #salesleadership #sales

Imagine it’s one year from today and your team missed its goal. Why was the goal missed? Go to work today on solving those problems. #sales #salesleadership

Probe for the source of the rep’s attitude problem before offering a solution. Comment on specific observations, don’t leap to conclusions. #sales #salesleadership

“Whats” + “Hows” = Sales Results You can’t hold reps accountable for inputs if you haven’t clearly defined and communicated to them. #salestips #sales #salesmanager #salesmanagement #salescoaching #salestraining #salesleader

Stop being so decisive - if you make all the decisions your reps will never learn how to make decisions.

Important tasks for a sales manager are those that a) achieve big sales and/or b) result in developing a rep. Focus on important tasks today! #sales #salesleadership

Constant push for numbers causes managers to focus on end of sales process, so they miss reps’ mistakes made earlier on. This leads to lost sales. #sales #salestraining #salesmanager

To help your sales reps perform at extraordinary levels, you must take time time to observe and coach. #sales #salesleader #salesleadership #salesmanager #salesmanagement #salescoaching #salestraining

Being consistent means the sales rep knows he or she will have to report back to you on whether and how they have followed up on action steps you both have recently agreed on

Even though many sales organizations claim to be customer-focused, their real focus is all internal, on what their salespeople are doing.

Your forecasts will be much more accurate if you know about all deals that a salesperson is working on. So for that reason alone, you need to pay attention to new opportunities.

No matter where or how your sales rep gains entry, make sure they understand the necessity of identifying: the person who has the budget authority (usually the most senior level).

Bottom line: You cannot allow poor sales rep performance to continue without taking action. Inaction serves to condone mediocrity.

3 keys to hiring a great sales rep: look at skill, will (attitude) and Company-fit (how they’ll mesh with your company’s culture.

Successful sales managers do not tolerate mediocrity.

It’s not just what somebody achieves, but how they achieve it. Make sure your performance standards for salespeople cover not just the outcomes you want to see but also the “success attributes” you want your entire team to adopt.

Make your sales performance standards the cornerstone of your regular one-on-one’s with salespeople. Discuss all standards—results, attitudes, and behaviors —in regular coaching conversations.

You have to be connected to the buyer at each phase and understand how their needs are evolving.