Friday, August 26, 2011
Top Coaching Habits of Great Sales Managers
This is very good information here from my favorite folks at Selling Power. 11 great questions get answered in this two-part article. Enjoy!!
Managing a sales team is a lot like coaching a sports team. In both cases, you've got to balance varying levels of skill among the team, put routine practices in place to help them achieve peak performance, and ultimately lead them to a winning season or quarter. Selling Power recently hosted a Webinar on the topic of sales management and sales coaching ("Accelerated Sales Success through Effective Coaching") featuring Selling Power CEO Gerhard Gschwandtner and Sales Readiness Group president David Jacoby. In this two-part Q&A, Jacoby provides answers to the top questions that were asked during the Webinar. (To listen to the full recording of the live Webinar, click here.)
This is Part 1 - http://www.sellingpower.com/content/article.php?a=9570
This is Part 2 - http://www.sellingpower.com/content/article.php?a=9572&nr=1
Managing a sales team is a lot like coaching a sports team. In both cases, you've got to balance varying levels of skill among the team, put routine practices in place to help them achieve peak performance, and ultimately lead them to a winning season or quarter. Selling Power recently hosted a Webinar on the topic of sales management and sales coaching ("Accelerated Sales Success through Effective Coaching") featuring Selling Power CEO Gerhard Gschwandtner and Sales Readiness Group president David Jacoby. In this two-part Q&A, Jacoby provides answers to the top questions that were asked during the Webinar. (To listen to the full recording of the live Webinar, click here.)
This is Part 1 - http://www.sellingpower.com/content/article.php?a=9570
This is Part 2 - http://www.sellingpower.com/content/article.php?a=9572&nr=1
Labels: leadership, management, Sales, Self-Development, Training
Saturday, August 06, 2011
I Love My Distributor
How many times have I heard this over the years. I love the company that I am dealing with. I have a great relationship with my salesman. On and on......
Here is an article from Selling Power that answers that question and more.
It's not easy selling against an established personal relationship. But while getting a foothold over a competitor's services or product is certainly a challenge, it's not insurmountable. Salespeople who do their homework, position themselves correctly, and practice patience can ultimately create opportunities for themselves. Here are some tips and sample one-liners to help open a conversation.
Overcoming the "Established Relationship" Objection
Here is an article from Selling Power that answers that question and more.
It's not easy selling against an established personal relationship. But while getting a foothold over a competitor's services or product is certainly a challenge, it's not insurmountable. Salespeople who do their homework, position themselves correctly, and practice patience can ultimately create opportunities for themselves. Here are some tips and sample one-liners to help open a conversation.
Overcoming the "Established Relationship" Objection
Labels: Objections, Sales
