Sales Management is the busiest, most overwhelming job in the world (right?!) And that was before most of us went remote. It’s no wonder so many new managers hit a wall and ask themselves, “Did I make a mistake getting into management?” Trust me, you’re not alone.
Call coaching is literally THE hardest new skill for sales managers. Yes, it’s a new skill even if you’re not a new manager. Why? Because as a seller – hell, as a HUMAN – our job is to take action to get results.
After you’ve hired a sales training vendor, there are a series of questions you need to answer in order to ensure you’re getting the most out of your sales training investment.
If you’re making outbound sales calls, cold or warm, you’ve gotten the brush-off before. But here’s the good news: Brush-offs are not objections.
Plenty of sales reps love the convenience of email and LinkedIn prospecting. But rapid-fire, stock messages do little to build rapport and trust with your prospects. That’s why, as much as some people despise it, you have to pick up the phone.
Now that we’re managing virtually, we need a proactive approach. We need to shortcut the learning curve and have a plan – one that includes the challenge of not seeing who’s in their seat, overhearing the calls, and picking up on the team dynamic.
I’m writing this blog at 9 am tucked into bed with the flu. I started to write it at 7:15 am, but decided on OJ and an episode of American Housewife instead.
Help! I’m hiring salespeople, but where do I find them? Well, probably not in the stack of resumes from your recruiting department. Or maybe you already know that and hence the Google search bringing you here.
If you’re a BDR or SDR, you’ve probably heard your fair share of sales objections. And chances are, you’re likely NOT a big fan of them. I’m here to change your mind. Why? I LOVE objections.
So you put in the hard work, you hooked your prospect, you got to the decision-maker, and you’re at the finish line – it’s now time to close the sale. Time to celebrate? Not quite yet… A shocking 64% of reps don’t actually end up closing the deal.
Whether you’re shopping around for external inside sales training vendors or working with your internal training department, knowing what good inside sales rep training looks like is the first step to ensuring your training is checking all the key boxes.
There are about 3 million moving parts in an onboarding program since it happens across so many departments, mostly outside of sales. Because of this, it’s easy to lose our way during onboarding. One of the most important hindrances is the lack of investment — both in effort and money — in onboarding.
In today’s world, it’s (unfortunately) become the norm for deals to stall out—even when everything felt great on the call.
Learning to be a great sales coach is hard – really hard. It’s the hardest thing we teach new managers who were formally reps. Now, it’s not as hard as climbing Mt. Everest or teaching your grandma how to order presents online, but it’s rough.
Building your sales team development plan and sales training budget for the next year can be daunting. That’s why I’ve compiled tips from my 20+ years in the industry to help make this as painless as possible!
