I recently spoke with a sales leader who saw a dramatic increase in his team’s close rate, increasing from 34% to 54% over the last twelve-month period -- not bad! So how did this sales leader improve his team’s close rates?
For a sales manager going on a call with a sales rep, nothing is more painful than watching the rep crash and burn.
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 on prospecting and call planning skills, while a more tenured member of the team may require help with strategic account management.
Are you a sales leader looking to improve your team’s performance and grow sales numbers? Most sales leaders would say yes – they are on a never-ending quest to improve the sales process, sharpen their team’s selling skills, and close more business.
Hybrid work is here to stay, and the new normal for sales professionals has become more apparent. Gone are the days when salespeople were road warriors traveling to meet each customer. Now, a typical day may include a full day of back-to-back Zoom sales calls. Today’s modern sellers must be proficient in face-to-face and virtual selling. So what top sales skills are the most important for today’s modern seller?
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.