Are you being asked to do more with less?  Today’s economic reality has companies looking carefully at budgets, especially regarding staffing. For many organizations, this means implementing hiring freezes or layoffs. Yet, these same organizations are asking their sales leaders to drive increased revenue despite the challenging headwinds. So how can you increase sales without adding headcount?

Over the last few months, economic uncertainty has increased significantly due to a combination of factors including geopolitical tensions, supply chain issues, and stubbornly high inflation rates.

Sales Coaching is the most important way a manager can improve how their sales team sells. The power of sales coaching is that it can be personalized to the individual needs of each member of the sales team. As an example, a new member of the sales team may need help with prospecting and call planning skills, while a more tenured member of the team may require help with strategic account management.

Improving win rates is a priority for sales organizations because too much time and energy are spent on opportunities that fail to close.

Senior sales leaders become frustrated when their sales managers, many of whom were promoted from the sales ranks, focus their responsibilities on selling as opposed to managing their sales teams.

Sales managers are responsible for managing, coaching, motivating, and measuring the performance of their teams. Unfortunately, many managers are promoted from sales positions without the skills to effectively take on these new responsibilities.