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Colletti-Fiss, LLC is a consulting firm that helps management make decisions about programs that increase sales results. We focus on three areas of sales effectiveness: sales jobs design, sales performance management, and sales compensation planning.
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SalesSelect is an easy-to-use assessment tool that provides Sales Managers a very accurate read on sales applicants’ potential for performance before they hire them.
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Covocative provides a web-based Sales Coaching platform that helps sales reps improve sales behaviors and performance
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Tag Archives: sales coaching
Sales force turnover matters – An STC Classic
For companies facing high sales force turnover, how do you stem the tide? Better yet, how do you turn it around? Money is part of the answer. Compensation packages must be in line with the industry – but just “buying” sales reps with significantly richer compensations packages will likely result in losing them when a better offer comes along. Three additional initiatives that have a positive track record for addressing the sales turnover issue are: Non-financial rewards and recognition, Better coaching from front-line sales managers, Customized sales training. Continue reading
New sales manager – don’t lose a chance to make a difference
Sales rep to sales manager transition – this blog shares best practices for sales managers making that transition. Continue reading
Sales coaching – What are you doing for your top performers?
One of the coaching questions frequently asked is -Where should we focus our coaching efforts to optimize the impact on revenue generation? Fortunately that question has been answered. The answer is – focus on the 60% of the sales people that are in the middle of the performance curve. While widely accepted, it does not mean that coaching top performers should be totally neglected. Unfortunately that happens more frequently than it should. This blog talks about the importance of sales coaching of top performers and best practices for doing it. Continue reading
Sales managers must not forget to forgive – A sales tip
It is important to help sales managers learn how to create an environment where accountability is valued and taken seriously. However, it is also important to help sales managers learn how to create a culture where trust, experimentation, and thoughtful risk taking are encouraged. Continue reading
Training sales managers to coach – the good, the bad, and the ugly
Reviewing comments we’ve received on our sales coaching blogs, comments, a couple of things pop out. First it is a topic of widespread interest. Second, most people agree that coaching is a must-do for developing a superior sales team. Given the responses we thought it would be a good to shift the focus of the discussion from “how to coach” to “how do you train sales managers to coach”. Continue reading
Sales coaching – the use and abuse of modeling
Sales mentoring, sales modeling is not a substitute for sales coaching. Both sales mentoring and sales modeling are simply two techniques that an effective coach should have in their quiver. Under the right circumstances both of these techniques can be very effective for developing performance skills. Continue reading
Giving sales feedback – hard to learn, difficult to do and really important
Sales manager coaching is one of the cornerstones for developing a superior sales team. One aspect of effective coaching is the ability to provide feedback to reps as to what they are getting right and what they need to improve. But providing effective feedback is not a skill that comes easily. This blog provides some how to’s. Continue reading
Sales coaching – critique vs. performance correction
When it comes to sales coaching it is easy to mistake critique for correction. Sales coaching is all about helping someone improve their performance skills. Therefore, it is not just a matter of someone “knowing” something – it is about someone “doing’ something. This blog looks at the difference and how sales managers can be more effective sales coaches. Continue reading
New sales managers – pitfalls and perils of off-the-cuff comments
Everyone speaks off-the-cuff, but the impact of such comment varies based upon who’s talking. We’ve noticed that one of many adjustments new sales managers must make is thinking about the impact of off-the-cuff comments. This blog drills down on why. Continue reading
Sales management – it’s all about the time
Front-line sales managers are the “pivotal job” for improving sales productivity. That means – if a company wants to improve their sales revenue and optimize sales profitability, they should do everything they can to make sure front-line managers are doing what they should be doing. This blog explores three areas where sales coaching would improve if sales reps took more responsibility: sales managers participated in unique sales calls, sales strategy coaching on accounts, and coaching sale skills. Continue reading
