A basketball coach would never call the plays without actually being at the game, right? Well, why would a sales leader call the shots if they never see how their salespeople interact with their customers? Most sales leaders judge how well their players are doing based on their numbers alone. But if all those numbers are the only thing the sales leader is seeing, how do they know what their salesperson did to reach those numbers? Here’s why a sales coach needs to get more involved.
For some sales leaders approaching you, the CEO, can be nerve-wracking. They may think some questions are better left unsaid, either because they “should” know the answer but don’t, or because they are nervous about how you’ll react, or they may think it’s a dumb question.
So much has happened this year. So many things have changed, you might not have had the chance to notice slight adjustments in your sales process. Much of the change is attributed to new technological developments and a general shift in attitudes regarding how customers make purchasing decisions. With all that movement, when was the last time you reevaluated your sales process?
We asked four technology experts these three questions:
1. What is the most important thing companies should know about technology in light of all that is happening in the world today?
2. What are the most significant technological trends emerging right now and what do companies need to know?
3. What is the most important technology to leverage during this uncertainty? What do companies need to consider for the future?
Whether you were hired brand new to the company, or started out as a salesperson and were promoted to sales leader, you need to build credibility with your sales team. Establishing credibility as a leader is not something that happens overnight. It’s a process that involves time, effort, and patience, and is worth the investment for successful leadership.
As the world starts to move out of panic mode, into healing mode and back to growth, you may find yourself in need of a sales leader. There are few decisions more critical for a company than hiring the right leader for your sales organization. This role is responsible for executing your company strategy out in the market. Use these tactics when looking to hire for your next sales leader.
Outside sales and inside sales have traditionally played in their own arenas. Outside salespeople regularly meet with clients or prospects in the field. Inside salespeople typically sell over the phone and web. But in today’s “new norm,” outside salespeople have had to stop meeting with clients face-to-face. They have now started to invade the turf of the inside salespeople. So, is this the end of the outside salesperson?
It’s no secret that remote work arrangements have become more prevalent this year. As more companies are considering physically going back to work, many salespeople are asking the question, “do I have to go back to the office?” The answer? It depends.
No matter how long you have been selling, whether it’s five years, ten years, or 25 years there is one step that can continuously be improved in your sales process, which will increase your chances of winning – Discovery. There is a distinction between good discovery and great discovery. Find out which you tend to do and how you can uncover more in your discovery calls.