Category Archives: Sales Coaching

‘How we sell around here’ equals sales success


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


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?

crowd cheering runners

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 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


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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Hidden sales coaching moments


The value of sales coaching cannot be ignored. Various studies across the last 30+ years have demonstrated that regular coaching improves recall and retention of learning from sales classroom training at between 80-95%, as compared to 13% with no follow up coaching.  Coaching helps improve sales performance by around 20% when compared to a non […]

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Never forget Selling is a Doing job – a quality Doing job


Every week we can learn something new about ourselves, our business, our clients and markets even if we have been in sales for many years.  However, we can only learn something new if we take the risk and put ourselves out into the market place on a regular and consistent basis and we pay attention […]

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Mastering the Sales Management Essentials


What are the Sales Management Essentials and how do we master them?  Well firstly Sales management and leadership is not about selling! In fact when one examines the role of the modern sales leader it quickly becomes evident that there just isn’t time to sell. Equipping sales leaders to perform the tasks for which they […]

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Hot bath turned cold – ditch the Rah Rah


Have you ever heard the expression “Hot bath turned cold’? Perhaps not, however if you have been involved in the sales training industry or sales management it is a term that is synonymous with the quick, sheep dip, Rah Rah motivational sessions that business leaders and sales managers run for their sales people in the […]

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