The 6 Traits Sales Leaders Need for Success
Two Powerful Closing Strategies to Shorten the Sales Cycle
When Stepping in Does More Harm Than Good as a Sales Manager
Video Blog: How Verifiable Outcomes Can Change Conversations
Train Sales Reps to Coach Themselves
Questions: The Fabric of an Effective Coaching Conversation
The 6 Traits Sales Leaders Need for Success
Organizations need good management — no argument there. But high-performing sales teams are not a result of mere management. They are fueled by transformational leadership. Read more
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Two Powerful Closing Strategies to Shorten the Sales Cycle
Effective closes are not the end of the sales process — they inspire action by moving the customer to the next step
Closing — that point at which the prospect says yes and signs on the dotted line — can be one of the most feared, and most avoided, parts of the sales cycle. But when you use the right closing strategies throughout your sales cycles, getting that final commitment will not only be more enjoyable, but easier.
When Stepping in Does More Harm Than Good as a Sales Manager
Written by David DiStefano, President and CEO of Richardson
As a sales leader, what’s your first impulse when you see a member of your sales team in trouble?
If you answered, “Take over and do it for them,” pause and think for a moment. As Lain Ehmann (Selling Power) and Colleen Honan (OneSource) recently agreed:
The hardest part of sales management may be knowing when to step in and when to take a back seat as your reps learn the ropes, particularly in front of the customer. As tough as it is, it’s often critical for the development of individual reps — and your team as a whole — to let them pave their own way.
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Video Blog: How Verifiable Outcomes Can Change Conversations
The use of verifiable outcomes can change the very nature of conversations between first line sales managers and their sales professionals. More than talking about a range of activities and lagging indicators of success, they can now focus on the few specific outcomes that are important in the sales process. Join Harry Dunklin, SVP of Richardson’s Sales Readiness Practice for his thought provoking video blog.
Train Sales Reps to Coach Themselves
By David DiStefano, President and CEO of Richardson
Effective sales coaching has been shown to significantly improve sales performance, but there are limitations to even the world’s greatest coaching practices. You can’t be with every rep all the time, so what happens when something goes either unexpectedly wrong or remarkably right when you’re not there? Is that coaching moment lost forever?
Video Blog: Extraordinary Preparation
If you’re extraordinarily prepared, you can float insights, ideas, articles, and concepts in front of your clients to provide an extra layer of value. Join Andrea Grodnitzky, SVP of Richardson, for a Richardson Video short where she discusses how being extraordinarily prepared can differentiate you from your competitors. Learn more about Richardson comprehensive sales training and performance support solutions at http://www.richardson.com
Questions: The Fabric of an Effective Coaching Conversation
By David DiStefano, President and CEO of Richardson
If you watched Super Bowl XLVI earlier this month, you might think that professional coaches, who manage winning teams, deploy a robust coaching strategy balanced between scowling and screaming. But look closer — professional sports coaches scowl and scream to motivate or “remind” their players of the need to execute the game strategy, in both real time (during the game) and beforehand in preparation for the game. While the game is being played, individual coaching does take place all around the head coach (on the field, in the booth, and on the sideline). It is no different in business, except maybe the screaming part. Business leaders know effective sales coaching happens with conversations, not commands — and the fabric of an effective coaching conversation is woven with questions.
6 Ways to Create a Winning Sales Proposal
By David DiStefano, President and CEO of Richardson
Your sales proposal may be your only foot in the door to a potential client. Here are 6 tips to make sure your sales proposal engages, educates and convinces from start to finish.
Complimentary Webinar: Effective Coaching for Sales: Best Practices for Driving High Levels of Impact
Is your organization developing its salesforce effectively to drive results?
On February 9, 2:00 p.m. ET/19:00 GMT, Richardson’s Debbie Antonelli, EVP Global Sales and Janet Clarey, senior analyst in Bersin & Associates’ L&D practice area will share research findings on best practices for effective coaching.
5 proven steps to successful change management with verifiable outcomes
By David DiStefano, President and CEO or Richardson
Last week, I shared how sales organizations can stop driving with their rearview mirror and turn on their headlights with predictive analytics. At Richardson, we call them verifiable outcomes.
