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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.SalesProCentral
Tag Archives: sales management coaching
Sales management coaching – the power of the positive
Sales managers focus on positive feedback – sitting down with a salesperson who has closed a winning deal should analyze why they won and then leverage the win. Continue reading
Sales coaching: enough talk – it’s time to get serious
A superior sales team is more important than ever and it is more difficult to achieve. Yet, how does a company effectively, efficiently, and affordably develop and sustain a high performance sales team? Over the years we have written a lot about one obvious initiative that companies must get right as starters – sales coaching. Continue reading
Sales coaching – too bad it doesn’t happen more often
Trigger Events are important because if you initiate a targeted coaching effort to making them successful, the importance of the Trigger Event will provide the focus and commitment necessary to make sure the sales coaching happens. All Trigger Events represent some type of strategic shift so the sales team will indeed need to adjust and adapt their selling skills to the new reality. So sales coaching is clearly needed and warranted. Continue reading
Sales management coaching – the power of questions
11 questions that could be used when coaching after a sales call Continue reading
Sales strategy coaching – maximize your investment
As the new year unfolds one of the challenges for suppliers is to better execute on their business strategy. Today many companies are going through transformational changes in what they buy, how they buy, and what they are willing to … Continue reading
Posted in Sales Management Coaching
Tagged sales coaching, sales leaders, sales management coaching
Training sales managers to coach – the good, the bad, and the ugly – An STC Classic
Sales coaching 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
Posted in Sales Best Practices, Sales Management Coaching, Sales Training, Uncategorized
Tagged sales best practices, sales coaching, sales management coaching, sales simulation, sales training, sales training articles, sales training blogs, teaching sales managers to coach, training sales managers to coach
Sales coaching – jump start by leveraging trigger events
An effective way to improve sales coaching is to link it to an event or initiative that has significant organization investment and commitment rather than simply relaying on the inherent merits of sales coaching. Continue reading
Sales coaching and the high potential sales rep – An STC Classic
High potential individuals are people that have special talents, unique capabilities, high motivation, and a sense of commitment that set them apart. But just as their existence is known so is the fact that some of these high potential sales reps go on to be top performers in their respective fields while others fall by the way side with their potential never being realized. It is always bad news when people do not develop to their potential, but it is criminal when the high potential fail to do so. Continue reading
Posted in Sales Best Practices, Sales Management Coaching, Sales Training
Tagged coaching high potential sales reps, sales best practices, sales coaching, sales management, sales management coaching, sales training, sales training articles, sales training blogs, sales training for high potential sales reps
Get sales coaching happening – target trigger events
When it comes to sales coaching our observation is the problem is not so much about bad sales coaching but the fact that sales coaching does not systematically occur. When it does occur, it works.
So one answer to the dilemma is connecting the sales coaching effort to a high priority organizational Trigger Event that has everyone’s attention and focus. Our bet is under these conditions the right people will actually get serious about coaching, its merits will be demonstrated, and perhaps coaching will become institutionalized. And if the latter thing happens –that’s a good thing.
Continue reading
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
