Sales blog

How to Plan an Effective Annual Sales Meeting

Posted by Ray Makela

As organizations go through process of planning their upcoming annual sales meetings, we thought we’d share a few thoughts and lessons learned we’ve picked up along the way from working with our clients

Two questions we like to ask of executive sponsors and meeting planners are basic ones, but all too often forgotten. The questions are:

What are you trying to accomplish with this meeting? 

“What do you expect the participants to think, feel and do differently as a result of this meeting?”  

Many times the goals of the meeting aren’t well defined – it appears as if someone is attempting to fill timeslots so that everyone is engaged for two or three days, but with no cohesive message or desired outcome.

While there may be multiple priorities and objectives that the meeting is attempting to accomplish, it is very important to consider which of the numerous objectives are realistic and attainable in a relatively short period of time. To assist with this prioritization, here is a helpful memory device: M.E.E.T.I.N.G.S.

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Tags: Sales Management

Sales Coaching: It Isn’t Just About How, but What to Coach

Posted by Norman Behar

If you want to maximize the performance of your sales team, there is almost universal agreement that you must master the skill of Sales Coaching. This makes sense because sales coaching provides the greatest point of leverage when it comes to improving sales team effectiveness. 

Even a small improvement in quota attainment can make a huge difference when you multiply that by 7 – 10 sales reps (the typical number of direct reports for a sales manager).

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Tags: Sales Coaching

Top 3 Ways to Assess Your Sales Coaching Effectiveness

Posted by Marlaina Capes

Are you a good sales coach?  Many managers rarely give this question much thought, and that is a pity since sales coaching is a key sales management ability.  If you can help your salespeople become more effective at selling, they will close more business, and rely on you less and less over time.  Think about: increased sales and less time putting out fires. 

So how do you know if you are a good sales coach?  Below are three methods for you to assess your effectiveness as a coach:

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Tags: Sales Management, Sales Coaching

Six Common M.O.T.I.V.E.S of Salespeople

Posted by David Jacoby

As a sales leader, you want your salespeople to be motivated about the sales goal, to work toward the goal, and to go the extra mile to reach beyond goals.

You also want them to be motivated about their overall performance on an ongoing basis.  The hard part is identifying what will motivate them to do those things.  There are a number of obstacles to overcome when influencing others through motivation.

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Tags: Sales Management

3 Characteristics of High Performing Sales Teams

Posted by Norman Behar

I’ve found three consistent characteristics within top performing sales teams. 

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Tags: Sales Management

3 Steps to Improve Your Sales Forecast Accuracy

Posted by Ray Makela

Forecasting can be a challenging task. As a Sales Manager, we’re asked to look into the future, predict the probable behavior of numerous sales team members and countless customers, and commit “a number” to your management team. 

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Tags: Sales Management

What's Different About Sales Pipeline Management Today?

Posted by Norman Behar

The nearly universal adoption of CRM solutions (Salesforce, Microsoft Dynamics, Sugar…) has led to an emphatic requirement by senior sales leaders that their sales managers must become much better at managing the sales pipeline. But what does this really mean?

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Tags: Sales Management

Five Components of an Effective Sales Training Program

Posted by Marlaina Capes

 

There are many sales training programs to choose from and the investment is not insignificant.

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Tags: Sales Training

How to Create a Highly Collaborative Sales Coaching Environment

Posted by David Jacoby

 

When most of us think of great coaches, the picture that frequently comes to mind is that of tough, no nonsense “field generals” – Vince Lombardi, John Wooden, or Joe Torre – screaming at players, officials and opponents.

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Tags: Sales Management, Sales Coaching

What's the Best Way to Deliver Sales Training Programs?

Posted by Norman Behar

There is an ongoing, evolving debate about the best way to deliver sales training programs.  At the center of this debate is the ongoing tension among traditional instructor-led classroom training (ILT), virtual instructor-led training (VILT), and self-paced eLearning (eLearning).

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Tags: Sales Training

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