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Coaching is Key to Sales Gold
In the past few weeks, several CEOs have expressed concern over missed sales goals. I often ask what they’re doing to ensure that their sales teams succeed. There is typically quite a long pause.
As a leader, you’d be mortified to learn that you could be responsible for your sales people missing their goals. If you’re not holding them accountable, you really are part of the problem…yikes! How do you react when goals are missed, contracts are lost, margins erode, and your sales people blame the economy, competition, and your company for their lack of results? If you accept any excuse, you’re cultivating a breeding ground for excuse-making and enabling poor results.
Your leadership is critical for empowering the sales organization to compete more aggressively and hit sales goals. It starts with the basics of effective coaching…setting clear expectations and providing feedback on meeting those expectations. The author of Three Signs of a Miserable Job explains how critical this concept of Immeasurement is:
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Employees need to be able to gauge
their progress and level of contribution for themselves. They cannot be
fulfilled in their work if their success depends on the opinions or
whims of another person...Without a tangible means for assessing success
or failure, motivation eventually deteriorates... |
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Leaders must help sales people dissect missed opportunities and apply learned lessons to future opportunities, so they can achieve their goals. It’s all about leveraging discipline and creativity to drive consistently successful results.
Attend SGS’ webinar, How to Ensure Your Sales Team Wins the Gold, September 9, 1:30 p.m. CDT to:
- Understand how unchecked excuse-making negatively affects results.
- Learn interviewing tips to help uncover candidates’ “excuse of choice”.
- Identify assessment tools to strengthen your interviewing and coaching process.
- Discover a powerful coaching tool to quickly adapt to your sales team.
- Implement the Excuse Free Zone™.
- Learn how to design your own Six Step Accountability Process.
To read a case study of real world results from EPCO, http://www.salesgrowthspecialists.com/accountable_cs3.asp
- Completed most profitable month in company’s history…38% higher than same month last year.
- Completed a profitable first quarter… exceptional achievement considering first quarter historically has been unprofitable.
- Metrics improve dramatically to increase margin over last year… from 31-42% depending on product line.
Visit SalesGrowthSpecialists.com to learn more or register. Email or call me at 612-267-3320 if you’d like to explore how these tools may help lay the foundation to improve sales performance.
Discipline. Creativity. Results.
Danita
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Webinar: How to Ensure Your Sales Team Wins the Gold
How to Ensure Your Sales Team Wins the Gold
Topic: | | How to coach sales professionals to take personal responsibility for their sales goals. |
Audience: | VP of Sales, Sales Managers, CEOs and Owner |
When: | September 9 at 1:30 Central |
Sales goals are missed, contracts are lost, margins are eroding, and key contracts lost. When questioned, your sales team blames the economy, competition, marketing or the management team for their lack of results. Admittedly, sales is a hard job and no one will get every sale. However, when sales results are replaced with excuse making and finger pointing, it’s symptomatic of larger cultural issues. As the manager, you must resolve quickly so that your team is empowered to compete more aggressively and hit sales goals.
How do top sales managers create a culture of accountability where sales professionals take personal responsibility for achieving their sales goals? This webinar outlines the direct link between personal responsibility and the overall performance of the sales team to compete in difficult market conditions. In addition, we’ll provide a Six-Step Process to developing a culture of personal responsibility as well as discuss essential tools and coaching tips. This process is considered the most important step in the creating a sales team that is creative, has fun and consistently achieve sales goals.
You’ll learn to:
- Understand how unchecked excuse-making negatively affects results.
- Learn interviewing tips to help uncover their “excuse of choice.”
- Identify assessment tools to strengthen your interviewing and coaching process.
- Discover a powerful tool that you can quickly adapt to your sales team.
- Implement the Excuse Free Zone
- Learn steps to designing your own Six Step Accountability Process
Click here for information
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Upcoming
Events You'll Like
- Craig James has over 15 years' experience in sales and sales management, primarily in technology and software.
Tuesday, September 30, 2008, 01:00 PM — 02:00 PM EASTERN TIME
- Sam Zordich founder of Stonegate Growth Strategies, Ltd.,
October 9th at 12 noon Central
- John Condry, professional trainer and management expert
October 9 and 10
- Danita Bye
October 13 at 12 Central
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I help CEO’s who are concerned about the impact the economy will have on their revenue.
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“We view Danita as an executive on our team, who contributes and challenges us in a positive way.” |
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Fred Silloway
President, POS Group
Meyers
meyers.com
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