A common complaint I hear from sales managers is that their sales reps are stuck selling to low-level decision makers: supervisors, purchasing agents, clerks. People at those levels are often concerned only about price. Coaching sales reps to reach higher-level decision makers will make closing the sale more attainable
A common complaint I hear from sales managers is that their sales reps are stuck selling to low-level decision makers: supervisors, purchasing agents, clerks. People at those levels are often concerned only about price, and they treat your offerings as commodities. To break out of that trap, you need to your help your sales reps learn how to reach higher-level decision makers. If your reps can help those higher-level people appreciate the full value of your offerings, price becomes less of a factor in the decision. Here are three things all sales managers should work on with their sales reps:
Matt McDarby has written an outstanding book that every sales manager – and those who manager sales managers – should read. The book includes many real-life examples of leading companies that have refocused their sales managers toward a new, early stage and value-creating operating system.
Successful sales managers do not tolerate mediocrity. They set clear performance standards for salespeople, and then effectively apply those standards to correct poor sales performance. Unsuccessful sales managers and successful sales managers are different in one important way: when unsuccessful managers become aware of poor sales rep performance, they take no action. By doing nothing managers [...]
I recently ran across an article in Forbes from January 2016 called “15 Surprising Things Productive People Do Differently.” It was written by Kevin Kruse, based on 200 interviews he’d done with what he called “ultra-productive” people, including famous billionaires and business leaders.
This blog is part of TopLine Leadership’s series called Sales Coaching 101. On the first Tuesday of every month, we’ll cover a fundamental skill that helps sales managers interact more effectively with their sales reps. __________________________________ One of my mantras when working with sales managers is “prescription without diagnosis is malpractice.” And diagnosis takes observation. [...]
“Yesterday was just kind of a crazy day,” the sales manager said to me. “We were getting ready for a big client meeting, and I felt like I was playing whack-a-mole all day. I was on a conference call in the morning when a sales rep texted me. I texted her back saying I was [...]
“Let me help you with this.” That’s the temptation that sales managers face when they are out in the field with a rep. You see or anticipate that they are going astray, so you say, “Let me help. Let me step in. I’ll lead this conversation. I’ll close the deal.” As a client recently confessed [...]