Improving Individual Sales Performance

It’s really easy to put people on the defensive, so with leadership and management, sales team members must understand that they are important players and that asking for information about their results, their pipeline, and activity are the norm. 

The reason for gathering this information is critical to the success of the organization and so is the impact of their individual sales effort – success reaching a sales goal. Information sharing between salespeople and management/coaches should happen on a regular schedule. 

If information sharing hasn’t been a part of your sales efforts, then when it’s first introduced, it may feel foreign and awkward both at the salesperson and at the management levels. We suggest standing appointments at regular intervals – schedule the whole year in advance! Persistence in holding information sharing meetings will win out in the long run.  

For management, information sharing meetings (also known as 1-2-1’s) with salespeople can be magical and facilitate building a relationship, to probe, to support, and to learn of individual successes and challenges, and whether all salespeople have the same struggle. One such area may be talking about money, which can be a challenge for many salespeople. If all your 1-2-1’s suggest this is the case, then a team workshop on how to talk about money with prospects will be valuable. Once the workshop has been held, the learnings that came with the workshop can be reinforced through healthy dialogue during 1-2-1’s.

Learn more about improving your sales team on our website!

Sales Management and a Sales Coach for Your Southeast Michigan Sales Team

As business and sales coaches in Southeast Michigan, we’ve helped many local businesses get their sales process and efforts on track. If you’re not happy with your organization’s sales results, coaching can be a great option. This may be the perfect time to examine or re-examine your sales efforts, the process, stages, pipeline(s), language, and KPI’s you’re using. So don’t wait - proactively evaluating your entire sales function will lead to better results. 

Are you ready to begin your journey?

Are you ready to build a sales-focused organization with a high performing sales team and an effective sales management solution? 

Call us at 248-468-7400 or fill out our contact form to receive a sample sales effectiveness and improvement analysis (SEIA) report! Together, we can assess how your company is doing, what potential it has, how to realize this potential, how long it will take along with expected gains. We’re here to help you determine the best way to achieve your goals.

Creating Sales Athletes and Improving Sales Performance

In recent months, we’ve written about pipeline(s), CRMs, a common language for your sales team, KPI’s (Key Performance Indicators), and sales results. 

Great athletes and other performers such as actors and musicians have coaches, and often have more than one. Why not take this approach with your salespeople? Sales leadership, sales management and sales coaching all play an important role in creating sales athletes. Sales leaders and managers can set the stage for success where sales coaches can get into the nuances of sales.

Some of the approaches we discussed last month can be applied at the salesperson level with answers to the following three questions:

1. Are the results you are getting on target with your individual sales goals (YES or NO)?
2. If NO, how strong is your pipeline (with a good number of viable opportunities at all stages of the sales process)?
3. If the pipeline is weak, what regular activities is the salesperson is engaged in?

Read about how to improve your sales management strategy on our website!

Sales Management and a Sales Coach for Your Southeast Michigan Sales Team

As business and sales coaches in Southeast Michigan, we’ve helped many local businesses get their sales process and efforts on track. If you’re not happy with your organization’s sales results, coaching can be a great option. This may be the perfect time to examine or re-examine your sales efforts, the process, stages, pipeline(s), language, and KPI’s you’re using. So don’t wait - proactively evaluating your entire sales function will lead to better results. 

Are you ready to begin your journey?

Are you ready to build a sales-focused organization with a high performing sales team and an effective sales management solution? 

Call us at 248-468-7400 or fill out our contact form to receive a sample sales effectiveness and improvement analysis (SEIA) report! Together, we can assess how your company is doing, what potential it has, how to realize this potential, how long it will take along with expected gains. We’re here to help you determine the best way to achieve your goals.