Category Archives: Sales Coaching

The new ABC of Sales – Always Be Coaching

ABC always-be-coaching

Many of us may recall the 1992 film Glengarry Glen Ross that depicts two days in the lives of four real estate salesmen and how they become desperate when the corporate office sends a trainer, Blake, to “motivate” them by announcing that, in one week, all except the top two salesmen will be fired. Blake, […]

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The power of language and intent in Sales & Coaching

power-of-language-an-intend

For the last 5 weeks I have been working around Australia helping a major client get their sales leadership team ready to roll out their new Sales Strategy and Sales Process, their version of ‘the way we sell around here’. It’s been pretty exciting and extremely well received. Why? The language we are using is […]

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The vital life (& sales) skill of Reflection

the-vital-life-skill-of-reflection

As I sit at my desk writing this article I am reflecting on the past 4-5 weeks where sitting at my desk and taking time to think, ponder, and reflect on ideas, my team, my work, our strategy, our wellbeing and so on has been few and far between. On one hand I am grateful […]

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Sales managers – how coachable are you?

are you coachable

We read a lot of information and articles about the importance of sales managers being great sales coaches and the impact of coaching on sales results and salespeople’s effectiveness. Like anything, being a great sales coach requires practice, tools, resources and consistent effort. Yes, some sales managers will be naturally inclined to be great coaches […]

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‘How we sell around here’ equals sales success

Folders with the label Regulations and Guidelines

Many years ago, and for many years, when salespeople were recruited into the sales team of a business they would be schooled in ‘how we sell around here’. New salespeople regardless of their experience would be introduced to the business’ sales plan, target markets and customer segments, the product range, the current sales processes, tools […]

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Sales Trend 7 – Beyond Sales KPIs

sales-trends-2015-trend-7-blog

The 2015 Sales Trend 7 – Beyond Sales KPIs see our focus shifting to how we can get closer to the moments of truth and measure sales effectiveness in a complex world. In a nutshell, this trend is showing leadership moving from a deficiency orientation (i.e. performance management when things go wrong) to a competency […]

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Sales Cheerleader or Genuine Sales Coach?

cheerleaders vs coaches

Admit it, we all like a bit of encouragement every now and then. Yes, there are those who want it on a more frequent basis than others but whatever our frequency it’s nice when we have someone cheering us on, someone in our camp who wants to see us succeed. I remember many years ago, […]

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Sales Trend 5 – The New Accountability in Holistic (sales) Learning

sales-trends-2014-trend-5-blog

Sales Trend 5 of our Sales Trends Report for 2015 is about the new accountability is holistic learning. Learning and Development (L&D) across the board, and especially in sales, has slowly but continuously been changing over the past few years. There are a variety of factors influencing this recent development. The ongoing challenge through these […]

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Sales People In The Deep End (Again)

Cartoon Crowd, End of the Road

Last week I received a call from a woman (let’s call her Tracy for the purpose of this article) desperately seeking help on how to sell.  Tracy had been in her role for 5 months and all that time had not received any guidance, advice, coaching or support from her managers on how to sell […]

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It’s HOW you think, not WHAT you think

its-not-what-you-think-its-how-you-think

What type of salespeople do you want on your team? What type of salesperson do you want to be? Do you want salespeople who do as they are told or salespeople who think for themselves about possibility, finding new opportunities, looking at different ways to address problems that are still effective, if not more profitable […]

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