Effective closes are not the end of the sales process
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.
The use of verifiable outcomes can change the very nature of sales 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.
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?
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
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 to use effective coaching conversations, not commands — and the fabric of effective coaching conversations is woven with questions.
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.