Tag Archives: coaching sales strategy

More on sales coaching in a virtual world

With sales reps increasingly being remotely located from their managers face-to-face meetings for: coaching, planning, and forecasting sessions take a disproportionate amount of time out of the work week. And selling time is too valuable. – the study reports that on average, sales reps are making only 1.2 calls per day .

The solution? According to the study, it’s virtual sales management (VSM). It notes that “VSM is not about doing things differently, but rather doing the things we already know we have to do differently.” To increase revenue, optimizing sales management performance is key – and the study suggests that VSM can play a key role – using collaboration technology to work with sales teams in coaching, pipeline forecasting, reviewing sales strategies and/or using virtual sales calls to rehearse that critical sales call VSM holds potential for achieving a better balance between efficiency and effectiveness.

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Sales managers must be adaptive leaders

what must adaptive leaders do? Here are the four areas where they must strengthen their capabilities – we’ve applied them to sales management.

Navigate the business environment – embrace uncertainty and adopt new approaches by, for example, cultivating a diversity of perspectives to generate multiple options
Lead with empathy – create a shared sense of purpose and manage the sales team through influence rather than solely command and control.
Learn through self-correction – encourage experimentation as a way for the sales team to learn and develop
Create win-win solutions – focus on sustainable success for the sales team, the company and the clients. Continue reading

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Eleven questions for sales coaches

A key to successful sales coaching is helping people to learn vs. telling them. This blog post highlights 11 questions sales managers can ask when coaching sales reps. Continue reading

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Coaching sales strategy

Coaching sales strategy and coaching sales skills are not the same tasks! This article describes four best practices sales managers can use to coach sales strategy. Continue reading

Posted in General Posts, Sales Best Practices, Sales Management Coaching, Sales Training, Sales Training Best Practices | Tagged , , , , , , | 1 Comment