Blog-Banner

Six Questions to Coach a Gritty Sales Team

By Ray Makela

successful-salesperson.png

I’ve written before about Angela Lee Duckworth’s concept of “grit,” which she discussed in her popular TED talk, “Grit: The Power of Passion and Perseverance.” Duckworth defines grit as a winning combination of passion and perseverance, and she found that this quality is high among very successful people (including salespeople).

How do passion and perseverance manifest as behaviors among salespeople? As a manager, you’ve probably noticed the grittiest members of your sales team tend to do the following.

Read More

How to Manage, Coach, and Lead a Remote Sales Team

By Norman Behar

In this episode, our CEO Norman Behar shares best practices for managing a remote sales team. A challenge that sales managers have struggled with for years. Norman discusses the impact technology has had on the sales management function and shares techniques you can use to manage, coach, and lead a remote sales team.

Read More

Powerful Coaching Questions Every Sales Manager Should Ask

By Ray Makela

On this episode, Kumarasen Govender asks: What questions should I ask during the coaching process? Our Chief Customer Officer Ray Makela shares a three-step approach to creating a sales coaching mindset; and three types of powerful coaching questions to help sales reps improve their skills.

Read More

How to Measure Sales Coaching Effectiveness

By Norman Behar

On this episode, our CEO Norman Behar discusses tools and processes to measure the coaching effectiveness of sales managers, two types of sales coaching, a five-step coaching model, and five key questions to ask during opportunity coaching.

Read More

New Sales Manager: My Boss Won't Let Me Do My Job!

By Norman Behar

On this episode, a new sales manager asks: My manager often gives me good advice on how to get my team to respect me. Lately, I've noticed my manager is stepping in in situations that I should be handling and not letting me take control. How do I approach this conversation?

In this video, we take a deep look into what could be causing this situation and how to have an effective conversion with your boss.  

Read More

How to Help Sales Managers Successfully Coach Selling Skills

By Norman Behar

effective-sales-manager

One of the primary reasons sales managers neglect to coach their sales reps is that they don’t know how. Although this is a legitimate reason, it also tends to overlook the fact that most sales managers already have many of the skills and attributes they need to become great sales coaches.

Read More

Why Sales Coaching Leads to Sales Representative Development

By Norman Behar

coaching-sales-rep

Sales coaching empowers sales reps to improve selling skills and close more business. Industry research backs this up. For example, CSO Insights has shown that there is a relationship between companies that have coaching programs that exceed expectations and the percentage of sales reps achieving quota. 

Read More

Sales Management Process to Determine When to Coach Sales

By Norman Behar

sales-coaching-advice

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. 

Read More

Top 3 Ways to Assess Your Sales Coaching Effectiveness

By Marlaina Capes

sales coaching effectiveness

Are you a good sales coach?  Many managers rarely give this question much thought, and that is a pity since sales coaching effectiveness 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:

Read More

How to Build Collaborative Sales Leadership Coaching

By David Jacoby

 collaborative sales coaching resized 600

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.

Read More

Effective Ways of Managing Resistance From Sales Reps

By David Jacoby

sales coaching for the uncoachable resized 600

One of the most frustrating aspects of sales coaching is dealing with sales reps who don’t want to be coached. We all have managed these types of sales people before. They get defensive when you provide feedback, deny they have a development need or try to deflect the blame for performance challenges.

Read More

5 Deal Coaching Questions for Sales Managers to Ask

By Ray Makela

deal-coaching-questions-to-ask

Deal coaching often gets a bad rap because it is frequently unstructured and often becomes a contentious discussion between  the sales manager and the sales person - with no tangible outcomes or benefit to either party.  Reps keep having to defend their deals, and managers keep wondering why there's so much dead wood in the pipeline. This is unfortunate since (when done correctly) deal coaching can be a mechanism for winning more deals and improving selling skills.

Read More

Three Mindsets Needed to Know How to Coach Sales

By David Jacoby

top sales coach resized 600

We firmly believe that sales managers must effectively know how to coach sales in order to maximize the sales performance of their team. The role of a sales coach cannot be over-estimated for any high performing team. One common obstacle that many sales managers encounter when they try to coach their teams is getting “buy-in” – i.e., convincing a salesperson to try a new approach or change a behavior. While it is easy to blame the salesperson in these situations, sometimes it is the sales managers approach to sales coaching that is the root cause of the problem. All too often these managers engage in “telling” as opposed to collaborative sales coaching.

Read More

How to Coach Sales: 6 Vital Lessons from Coaching Youth Soccer

By Ray Makela

selling-strategy-resized-600

As a self-diagnosed “soccer dad,” I have had the opportunity to coach and watch hundreds of youth soccer games over the past decade. Not only was I learning how to coach youth soccer, I was also learning how to coach sales.

Read More

How to Coach Sales and Avoid Wasting Time on Sales Reps

By David Jacoby

sales-pipeline-management-today-resized-600

Consistent sales coaching is a great way for sales managers to improve results. However one common challenge we see with sales managers is that they often spend too much time coaching the wrong sales reps.

Read More

When and How to Give Sales Call Tips to A Sales Rep

By David Jacoby

reasons-not-to-use-linkedin

For a sales manager going on a call with a sales rep, nothing is more painful than watching the rep crash and burn without giving sales call tips. 

Read More

Why You Should Create Coaching Culture with Your Sales Reps

By Norman Behar

sales-conversation-resized-600

Many managers get so immersed in tracking past performance that they neglect to focus on how they can improve the effectiveness of their teams. As a result, they focus their discussions with sales reps on missed results instead of coaching their sales reps on how they can become more effective salespeople.

Read More

Important Sales Coaching Skills to Solve Challenges

By David Jacoby

I recently participated in a Webinar that was hosted by Selling Power on the topic of sales management and sales coaching (“Accelerated Sales Success through Effective Coaching“). The webinar featured Selling Power CEO Gerhard Gschwandtner and included a lively audience Q & A (see here and here for answers to selected questions that were asked during the webinar).

Read More

Get Email Updates

Ask us a question about sales, sales management, or sales training.