Sales Training Vendor Partner Checklist [Guide]
Sales Training Vendor Partner Checklist
[Guide]
Sales Managers
Maximize Free Sales Training Resources [Guide]
Maximize Free Sales Training Resources
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The Single Best Sales Coaching Questions Ever (& Nerdy Science Stuff to Prove It!) [Webinar Recording]
The Single Best Sales Coaching Questions Ever (& Nerdy Science Stuff to Prove It!)
[Video Recording]
How Do Logistics Companies Adapt Sales Strategies Amid Global Challenges?
Logistics companies must strategically evolve their sales approaches when facing unprecedented challenges. As the world experiences geopolitical shifts, economic uncertainties, and digital transformation, logistics companies must adeptly deal with these complexities to sustain and grow their businesses. This demands understanding emerging market trends, integrating cutting-edge technologies into logistics strategies, and proactively responding to changing consumer behaviors.
In this context, let’s discuss a few examples of how logistics companies adapt sales strategies amid global challenges and recalibrate their methods to effectively meet the demands of the modern market.
READ: 6 Logistics Sales Tips to Master Phone Selling
Key Takeaways
- Logistics companies face unprecedented geopolitical shifts, economic uncertainties, and digital transformations. To thrive, they must understand emerging market trends, integrate cutting-edge technologies, and respond proactively to changing consumer behaviors.
- Volatile markets demand adaptive strategies and resilient decision-making. Logistics companies must navigate economic uncertainties by staying agile, making strategic decisions, and optimizing operations to thrive in unpredictable landscapes.
- Economic uncertainties directly impact consumer spending, influencing logistics demand. Companies must remain flexible, efficiently manage supply chains, and be prepared to handle fluctuations in workload, ensuring resilience in uncertain economic times.
Understanding Global Challenges
Dealing with complicated global challenges requires a comprehensive understanding of the complex factors shaping our world. From geopolitical tensions and economic fluctuations to environmental concerns, let’s look into the various global challenges, offering insights into their origins, impacts, and potential avenues for effective resolution.
Economic Uncertainties
Businesses struggle with volatile markets and changing paradigms amid economic uncertainties. Navigating these challenges demands adaptive strategies and resilient decision-making to thrive in an unpredictable landscape.
Impact On Consumer Spending And Demand For The Logistics Industry
Economic uncertainties affect people’s spending, impacting the whole inbound logistics industry. When people are unsure about the economy, they spend less. This makes logistics companies rethink their plans to save money and work better. The demand for moving goods around also goes up and down.
So, these companies must be flexible and smart in managing their supply chains. They have to find ways to be efficient while being ready to handle more or less work quickly. This helps them stay strong and responsive, even in an uncertain economy.
Currency Fluctuations And Their Effects On Pricing
Currency fluctuations play a pivotal role in shaping pricing dynamics. When a country’s currency value shifts, it impacts the cost of imported goods and production inputs. For businesses dealing with international trade, these changes can lead to unpredictable costs, affecting pricing strategies. A weaker currency can make exports more competitive but might squeeze profit margins.
Adaptable pricing mechanisms become crucial for businesses to absorb currency-related shocks, ensuring competitiveness and financial stability in the face of ever-changing exchange rates. Balancing these factors is vital for sustained market presence.
WATCH: 10 Virtual Sales Tips Guaranteed To Add Faster Revenue [FreightWaves]
Supply Chain Disruptions
Supply chain disruptions, unforeseen and impactful, pose significant challenges to businesses worldwide. Whether triggered by natural disasters, global events, or logistical hurdles, these disruptions can ripple through industries, affecting production, inventory, supply chain visibility, and customer satisfaction.
Impacts Of Geopolitical Tensions On Supply Chain Management
Geopolitical tensions, like conflicts between countries, can affect how things are moved and made globally. Tariffs and trade issues can make getting the stuff needed for business harder, leading to more costs, delays, and shortages.
To handle this, companies should use different suppliers, be flexible in moving things, and monitor political situations. Planning for these risks is crucial to keeping supply chain actions running smoothly. Understanding what’s happening between countries helps businesses be ready and resilient in the face of these challenges in their supply chains.
Natural Disasters And Their Influence On Logistics Operations
Unfortunately, natural disasters, such as earthquakes or floods, disrupt supply chains. They hinder the transportation of trucks and deteriorate roadways, making it difficult to deliver goods on schedule. Companies must quickly find new ways to send stuff, deal with insufficient products, and keep their workers safe.
After the disaster, they might need to help deliver things to needy people. Being ready for these problems by checking risks, using different suppliers, and having backup plans. With more and more bad weather happening, companies always need to stay ahead and be ready to adjust their plans to keep things working okay.
Technological Advancements
In the era of rapid innovation, technological advancements are transforming how we live and work. From the breakthroughs in artificial intelligence to the seamless integration of smart devices, let’s explore the dynamic landscape of technological progress and its profound impact on shaping our present and future.
Digital Technologies In The Logistics Industry
Digital technologies are changing how the logistics system works. Things like computers, data analysis, and smart devices make moving goods faster and cheaper. Tools track shipments, improving routes and reducing delays. Using the Internet to share information helps everyone work together.
Smart machines predict what will happen, making it easier to plan. Connecting online shopping with shipping makes delivering orders faster. These tech changes improve the logistics process, help the industry stay flexible, and grow in our modern and tech-driven world.
The Rise of E-Commerce And Its Implication For Logistics Sales
The rise in e-commerce is changing how things are bought and sold, significantly affecting logistics sales. The increasing popularity of online shopping has led to a greater need for dependable and effective logistics services. Logistics companies must adapt by integrating advanced technologies and logistics functions, optimizing last-mile delivery, and bolstering warehouse capabilities.
The growth of online businesses demands a customer-centric logistics strategy that prioritizes openness and adaptability. Meeting the changing demands of online platforms, maintaining a smooth supply chain, and taking advantage of the growing opportunities given by the digital marketplace are now critical components of successful logistics sales.
DOWNLOAD: Top Virtual Sales Challenges [INFOGRAPHIC]
Adapting A Sales Strategy
In a dynamic landscape, businesses must flexibly respond to shifting consumer behaviors, emerging technologies, industry events, and market trends, ensuring resilience and sustained success in a rapidly changing environment.
Embracing Digital Transformation
In the era of rapid technological evolution, embracing digital transformation is key to staying relevant and competitive.
Leveraging Technology For Efficient Sales Process
Using technology effectively is essential for a successful sales process. Customer relationship management (CRM) systems streamline communication, track interactions, and optimize lead management.
Automation tools facilitate personalized communication and nurture leads at scale. Advanced analytics provide insights into customer preferences, aiding targeted selling strategies. E-commerce integration enables seamless transactions, while AI-driven chatbots enhance customer support. Mobile platforms empower sales teams to operate flexibly.
By leveraging these technologies, companies increase productivity, decrease expenses, and develop a customer-centric approach and responsive sales ecosystem, giving them a competitive advantage in today’s tech-driven market.
Implementing E-Commerce Platforms and Online Sales Channels
Integrating e-commerce websites, online platforms, and online sales channels is transformative for businesses. Establishing a robust online presence facilitates global reach and 24/7 accessibility. E-commerce platforms streamline transactions, ensuring a seamless and secure customer shopping experience.
Utilizing online sales channels, such as social media and marketplaces, expands visibility and diversifies revenue streams. Responsive websites and mobile optimization enhance end-user experience. Leveraging predictive analytics also provides valuable insights into customer behavior, aiding targeted marketing.
Businesses can increase market reach and adjust to changing consumer preferences by utilizing various digital distribution channels, which promotes growth and competitiveness in the ever-changing world of online commerce.
Diversification Of Services
Embracing diversification in services is a strategic move for businesses navigating today’s dynamic markets. Know the importance of expanding offerings to meet diverse consumer needs, fostering adaptability, mitigating risks, and ensuring sustained growth in an ever-evolving business landscape.
Expanding Service Levels To Meet Changing Market Demands
Businesses need to adapt their services as market demands change to stay competitive in the industry. It means offering what customers order, whether personalized experiences or quick customer support. By being flexible and paying attention to people’s needs, companies can keep customers happy and grab new opportunities in the evolving market.
Specialized Solutions For Niche Markets and Industries
Creating specialized solutions for niche markets means customizing products or services to meet specific needs in particular industries or customer groups. This approach helps businesses stand out by addressing unique challenges and opportunities.
It allows companies to build expertise and establish a competitive edge in markets with specific demands. Providing tailored solutions is an effective way for businesses to differentiate themselves and succeed in industries where one-size-fits-all offerings may not suffice, fostering long-term success and customer satisfaction within these specialized markets.
Agility and Flexibility
Agility and flexibility are essential for success in the dynamic business world. Understanding how businesses navigate change, seize opportunities, and respond promptly to evolving demands positions themselves for resilience and sustained growth in dynamic environments.
Creating Flexible Sales Structures To Respond To Dynamic Market Conditions
Creating flexible sales structures involves strategic design to respond swiftly to dynamic market conditions. Start by understanding evolving consumer needs and monitoring market trends. Develop an adaptable framework that allows quick adjustments to pricing offerings and sales strategies. Embrace technology for real-time data analysis to inform decision-making. Foster a culture of agility within the sales team, encouraging proactive responses to changing market dynamics.
Regularly assess and refine the sales structure based on performance metrics and customer feedback. This approach ensures that businesses remain responsive, capitalize on emerging opportunities, and effectively navigate the complexities of a dynamic market environment.
Building Adaptive Pricing Models
Building adaptive pricing models requires a strategic approach. Analyze market dynamics, considering demand, competition, and economic trends. Implement data-driven insights to identify optimal pricing points and incorporate flexibility to adjust in real time.
Embrace dynamic pricing algorithms that respond to changes, ensuring competitiveness. Tailor pricing structures to diverse customer segments, balancing value proposition and affordability. Regularly assess and refine models based on performance and market shifts.
Incorporate customer feedback to enhance pricing strategies. Businesses can cope with changing market environments, maximize income, and remain flexible in reacting to changing customer behavior and market situations by continuously adapting corporate strategy.
Customer Relationship Management (CRM)
Customer Relationship Management (CRM) is a pivotal strategy in modern business. From tracking interactions to enhancing personalized experiences, CRM is vital in fostering customer loyalty and driving sustainable business growth.
Utilizing CRM Systems To Enhance Customer Interactions
Leveraging CRM systems is critical to enhancing customer interactions. Begin by centralizing customer data to gain a comprehensive view. Use this information to personalize interactions, addressing individual needs and preferences. Implement automation for timely follow-ups, ensuring consistent engagement. Analyze customer behavior data to anticipate needs and tailor offerings.
Share customer insights within the CRM platform to encourage collaboration across teams. Update and maintain data accuracy regularly for effective decision-making. By utilizing CRM systems adeptly, businesses can build stronger relationships, improve communication, and create a customer-centric approach that fosters loyalty and satisfaction in today’s competitive market landscape.
Personalizing Sales Approaches Based On Customer Needs
Personalizing sales approaches involves understanding and responding to individual customer needs. Start by collecting and analyzing customer data to gain insights into preferences and behaviors. Tailor communication and product recommendations accordingly.
Utilize CRM systems for a centralized view of customer interactions, ensuring a seamless channel for customer experience throughout. Implement targeted marketing strategies that address specific needs and concerns. Foster open communication, encouraging feedback for continuous improvement. Regularly assess and adjust sales techniques based on customer responses.
Collaborative Approaches
Collaborative approaches stand as a cornerstone in today’s interconnected business landscape. From cross-functional teamwork to strategic partnerships, this approach cultivates innovation, accelerates problem-solving, and ensures collective success in navigating the complexities of modern industries.
Collaborating With Other Logistics Companies For Network Expansion
Collaborating with other logistics companies for network expansion requires strategic partnerships and shared goals. Begin by identifying compatible partners with complementary strengths. Establish transparent communication channels and define mutual objectives.
Implement technology solutions for seamless information exchange and coordination. Develop standardized processes to enhance interoperability. Foster a culture of collaboration among teams through joint training and knowledge sharing.
Review the partnership’s performance and adapt strategies as needed. By working together, logistics companies can create a robust network, optimize resources, enhance service capabilities, and capitalize on collective strengths to navigate the challenges and opportunities of the ever-evolving logistics industry.
Strategic Partnerships With Technology Providers For Innovation
Forming strategic partnerships with technology providers for innovation involves careful planning. Identify providers whose solutions align with your business goals. Establish clear communication channels and shared objectives. Collaborate on research and development to create innovative solutions.
Leverage their technological expertise to enhance your products or services. Foster a symbiotic relationship that benefits both parties. Regularly evaluate and adapt the partnership to evolving needs. Embrace a culture of continuous learning and collaboration. Through these strategic alliances and strong relationships, businesses can stay at the forefront of innovation, drive competitiveness, and capitalize on emerging technologies to meet the dynamic demands of the market.
Incorporating Sustainability In Sales Strategies
Integrating sustainability into sales strategies requires a holistic approach. Begin by aligning products or services with eco-friendly practices. Communicate transparently about sustainable initiatives to build customer trust. Implement green supply chain practices and choose eco-friendly packaging. Educate sales teams to articulate the environmental benefits of offerings.
Establish partnerships with sustainable suppliers. Integrate sustainable practices into marketing materials and campaigns. Leverage certifications to validate sustainability claims. Regularly assess and improve sustainability efforts. By incorporating eco-conscious elements into sales strategies, businesses appeal to environmentally-conscious consumers and contribute to a more sustainable and responsible marketplace.
Addressing Environmental Concerns To Attract Socially Responsible Clients
Addressing environmental concerns to attract socially responsible clients involves strategic initiatives. Start by transparently communicating eco-friendly practices in products and operations. Obtain and showcase relevant certifications.
Integrate sustainable practices into marketing materials. Support environmental causes and share these efforts with the community. Collaborate with eco-friendly partners and suppliers. Implement green packaging and supply chain solutions.
Educate clients on the positive environmental impact of their choices. Continually assess and improve sustainability efforts. By actively addressing environmental concerns, businesses can attract socially responsible clients and contribute to a more sustainable and conscientious business ecosystem.
WATCH: Sales Enablement Secrets: Actionable Sales Training Tips, Trends, And Advice
Talent Development and Sales Training
Talent development and sales training are critical pillars of organizational growth. From honing individual capabilities to fostering a culture of continuous learning, talent development, and training are key elements in achieving sustained success in dynamic industries.
READ: Why Event-Based Sales Training Falls Short
Training Sales Professionals On New Technologies And Trends
Training sales professionals on new technologies and trends involves a strategic approach. Begin by assessing skill gaps and identifying relevant technologies. Implement interactive and hands-on training sessions. Provide access to online resources and simulations.
Foster a culture of continuous learning through workshops and seminars. Encourage collaboration and knowledge-sharing among sales teams. Stay updated on emerging trends to adapt training content. Leverage e-learning platforms for flexibility.
Offer incentives and recognition for skill development. Regularly evaluate training effectiveness and refine programs as needed. By keeping sales teams abreast of technological advancements, businesses ensure adaptability and competitiveness in a rapidly evolving market.
READ: How to Measure Sales Training ROI
Developing A Customer-Centric Mindset Within The Sales Force
Developing a customer-centric mindset within the sales force requires a cultural shift. Start by emphasizing the importance of customer satisfaction in training programs. Encourage active listening and empathy during customer interactions.
Foster a collaborative approach, aligning sales goals with customer needs. Provide tools and resources that prioritize customer insights. Recognize and reward customer-centric behavior. Implement feedback loops to improve customer engagement continuously.
Integrate customer feedback into sales strategies. Cultivate a company-wide commitment to customer satisfaction. Using customer expectations and a customer-centric mindset, sales teams can build stronger relationships, enhance loyalty, and contribute to sustained business success in today’s customer-focused market.
Understanding And Adapting To Diverse Global Markets
Understanding and adapting to diverse global markets is crucial for business success. Conduct comprehensive market research to grasp cultural nuances, preferences, and economic trends.
Tailor marketing strategies to resonate with local audiences, considering language, customs, and values. Establish partnerships with local experts to navigate regulatory landscapes. Utilize technology for effective communication and market outreach.
Be agile in adapting products or services to meet specific market needs. Embrace diversity within the organization to foster cultural intelligence. Continuously monitor and respond to evolving market dynamics. Businesses can build resilience and thrive in a globally interconnected world by navigating the intricacies of diverse global markets.
Incorporating Cultural Intelligence In Sales Approaches
Incorporating cultural intelligence in sales approaches is pivotal. Start by fostering cultural awareness through training programs. Encourage active listening to understand diverse customer perspectives. Adapt communication styles and content to resonate with different cultures.
Employ sales teams that represent diverse backgrounds for a nuanced approach—leverage technology for language translation and cross-cultural communication. Respect cultural norms and etiquette in business interactions.
Collaborate with local experts for market insights. Continuously educate sales professionals on global trends and cultural shifts. By embracing cultural intelligence, businesses can build trust, establish meaningful connections, and tailor sales strategies that resonate authentically with diverse audiences in a globalized market.
Final Thoughts
In conclusion, logistics companies must adapt sales strategies amid global challenges for sustained success. Navigating geopolitical shifts, economic uncertainties, and digital transformation demands a proactive and flexible approach.
Logistics firms can thrive in the face of complexity by embracing innovative sales methodologies, integrating cutting-edge technologies, and staying attuned to emerging market trends. Their ability to recalibrate strategies, foster agility in supply chain management, and address changing consumer behaviors positions them for resilience.
In this dynamic landscape, the evolution of sales email marketing strategies becomes a necessity and a strategic imperative for supply chain process logistics companies to thrive amidst global challenges.
About the Author:
Diana leads the growth marketing initiatives at Stallion Express. As a personal trainer turned digital marketer, Diana is obsessed with equipping eCommerce entrepreneurs with everything they need to scale their online businesses. You can catch her doing yoga or hitting the tennis courts in her spare time.
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5 Quick Tips for New Sales Managers
My first year in sales management was rough. I try hard to celebrate that sweet, young thing instead of cringing, but it’s hard some days. I remember some doozy mistakes:
- Motivating over email. I had 2 reps on my new team that hit the end of their ramp and went against quota before anyone else. Chris and Melissa (no kidding, 23 years later). I thought they might need some boosting, and I never saw them as they sat way on the other side of the office as I did. So I sat down and crafted a long letter.
Go. team.
There were so many things wrong with that email!
- Shall we talk about coaching? I was terrified. To be clear, I had no experience selling what they were selling, no experience managing, and had never call coached in my life. Yeah, saying I avoided it like the plague would be an understatement. Except for my tenured guy, Noonan. I always tried to coach with him because I’d learn something. Guess who REALLY didn’t want my novice help? (he’d applied for my job)
Bingo.
- Meeting management. Looking back I think I managed everything ad-hoc except for our team meetings. Those would go on for HOURS because I crammed everything into one. I’d prepare for DAYS. I’d still go long. THEN the guest speaker would come in.
Nightmare.
Yeah, these are real stories. It took me about six months to figure out the job and for my team to excel. And we did. We became number one in the division in those 6 months. Most days I think they did it in spite of me! And because I still feel the embarrassment, frustration, and exhaustion in my body as I type this, I’ve spent my career trying to fix it for others.
Factor 8 management curriculum is literally job training for sales managers. Not leadership training with a few sales role-plays, it’s how to do the freaking job. Like I wish someone would have taught me. It’s one of the key 3 ingredients in the over 100+ promotions we’ve earned with our #GirlsClub communities! Here are a few nuggets we teach and share. If you’re a new manager or an aspiring one, I hope you’ll take one (or a few) of our online management courses or programs. They’re bite-sized versions of our Fortune 1000 corporate programs.
Tip 1:
Get your house in order. A manager’s cadence is akin to a rep’s sales process. It’s the dance steps, the framework, the skeleton on which you’ll hang your management suit. Get it locked down. We teach about six essential manager meetings:
- The performance 1:1
- The sales huddle
- The quarterly review
- The team pipeline meeting
- The sales strategy meeting
- The team meeting
Each of these has different goals, timelines, and preparation actions, but once you lock these in you’re halfway home to getting a hold of your day. If you’d like to see your family or some daylight hours during your first year, believe me, this is key!
Tip 2:
Delegate everything you can to these meetings. Keep the line away from your desk and work through needs in their appropriate meeting. It’s like getting file folders for all the crap on your desk. Be clear:
Sales Reps are like water. We will ALWAYS flow to the path of least resistance.
Asking you to help or do it for me will always be easier than me looking it up or figuring it out. Resist, dear friend, resist. Fish. Teaching. Eating. You get it, right? Remember, daylight hours! When we spend all day with a “line at our desk” (remote equivalent: Slack blowing up), we feel GREAT we helped people all day and we had some answers, but then we get to keep working all night to do our real job.
Tip 3:
Get really clear on your job role. You’re going to WANT to solve everything for your team because this validates you. We all feel nervous in these new roles and it’s hard to immediately strike the right balance of power. New leaders are either baby tyrants or mother hens. Leading through telling or leading through helping. Find the middle ground. On two sides of the paper, fill them up. Now you know what NOT to do.
Tip 4:
Stop doing your old job. The Peter principle is a real thing. It means you’ll keep getting promoted until you reach your limit of competence. Translated, that means until you quit learning the new job and we find you still doing your old job. Don’t fizzle out at the first leadership rung. No, you can’t keep any accounts. No! Uh-uh! Zip! None. Give it to a rep on your team and help them be great instead.
Tip 5:
Celebrate failures and wins. Every week come together as a team to talk about the week’s highlights. It keeps you all focused on the W’s, motivated to do it again, and builds unity. Keep it short, but be sure it also includes failures. The best sellers and managers see sales as a sport in which they’ll continuously improve. That means failing. No’s. Lost deals. Hang-ups. For you it means upset. Missed opportunities. Stepping in it with your boss. Share these with your team too. If you can vulnerably share your journey to being the best leader you can be for them, they’ll cheer you on your journey.
So will I.
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How to Increase Sales Coaching Frequency
In all my years of sales leadership, there has never been a sales coaching emergency. You? Ever gotten a call after hours along the lines of:
“Panic! They don’t know how to…!! Help!?”
Exactly. And this is actually why, despite all our good intentions, there are precious few true coaching cultures in sales organizations. Even though we know the benefits – coaching skills that exceed expectations result in 94.8% of reps meeting quota and a top demand from the Millennials and Gen Zs you’re trying to hire (source: like every study published in the past five years).
Since there ARE sales emergencies, customer emergencies, product emergencies, and political emergencies every single day (and the non-emergent intentions), it’s no surprise that meetings get pushed to the bottom.
Over the years, I’ve had the pleasure of partnering with many organizations to establish or turn around their development cultures and we have lots of resources to help you after you finish this blog. Check out our top 20 actions download to help increase coaching frequency, our recent webinar on establishing a coaching culture, as well this fun quiz to determine whether or not your organization has a coaching culture.
If you’re a sales leader, the most important place you can start is by assessing your current culture of development and sales coaching importance. Here are a few questions to get you started:
- How often are my managers scheduled to call coach? How often do they really?
- What is coaching more important than? ($1M deal?) What is it not? (reporting request?)
- How eager are reps and managers for coaching sessions?
- Are we hiding or celebrating fails?
- Are reps getting built up or brought down?
The goal here is to determine if you have enough coaching, the right kind of coaching, and the kind of culture that supports it.
Starting with question 1, you may be surprised to learn that nearly 50% of reps disagree that they’re getting as much coaching as their managers state. Some of this is due to canceled or pushed coaching when fires happen (and let’s be honest, they happen daily in sales). I think the root of the problem here is how we define coaching. Most managers believe they’re coaching during a 1:1 meeting, a “how’s it going” chat, or a pipeline/deal conversation. Sorry…
“That’s NOT coaching!”
Our definition of best-in-class coaching is:
- Sales meeting is present (ride-along, recorded call, live video meeting)
- Manager asks questions about the reps’ skill
- Rep receives custom feedback on their execution
- Rep leaves feeling more confident than when they walked in
Sadly, this means that if you’re playing a call at a team meeting (great job by the way), this is sales training, not sales coaching. At most, you can provide custom feedback on a rep’s skills for about 3 people and 3 short call recordings in an hour. Yes, it also means that giving someone a laundry list of what to improve also doesn’t count as coaching. That’s just bullying. Inspect some sessions. You’ll be surprised – and you’ll be showing coaching’s importance with your presence.
Sales Executive Council also tells us that call coaching (aka skill coaching) is sales managers’ #1 worst skill. I’ve been hiring and training sales managers for 20 years and I wholeheartedly agree. And the hardest skill to shift is the laundry list of improvement items. It’s so easy for us to hear the challenges, and so hard for us to resist giving just one more idea for improvement. 90% of sessions during role plays come off negative at first, and it takes us at LEAST three training and practice sessions to start to even this out.
Like most leaders who came up through sales, I’m 100% guilty of the coaching bully myself. In fact, as we train sales managers how to coach at Factor 8, I modeled the curriculum after all my own personal atrocities. “Be like me…I do all the talking…Debbie Downer…” You get the picture. If you relate to this, you’ve probably also taken over a call or two you were meant to be silently observing.
That’s why I only coach recordings now. I just can’t be trusted during a live call. It’s also led to my #1 tip for antsy sales coaches:
“Coach the rep, not the deal.”
When we approach coaching with the intent of building confidence and skill vs. saving the deal, everything changes. Imagine the deal already lost. Resist the temptation to even ask about the outcome. Focus instead on engaging this seller, and helping them love their job, love their company, love their manager, and love sales.
It changes everything.
A note on culture. Spend a minute Googling the concept of a “growth mindset.” It’s our ultimate goal for sales coaching cultures. It’s a magical land where everyone cares more about improvement than winning. Did you just laugh out loud, my sales leader friend? Before you dismiss it, realize it’s the calling card of nearly every great athlete, and imagine if all your “A” players just kept getting better. How do you get here? A few ideas:
- Weed out your problem leaders. Yeah, the person you pictured is exactly who I’m talking about. They probably have veteran reps and accounts and are a fixture in your org – like a barnacle on the underside of the boat, they aren’t uplifters. Just note: culture is formed not by your intent! It’s defined by the worst behavior you’re willing to tolerate. His name was Brian at my first sales management job, and his attitude led the whole division to a culture of hazing and sink or swim. NOT the coaching culture the new workforce is craving!
- Share your failures and encourage your managers to do the same. A coaching culture is one where we’re not afraid to fail. We willingly share bad calls. We welcome feedback and input. Sorry, but humans aren’t built to be vulnerable and they will need a lot of role modeling here until your people feel safe to do so.
- Reward improvement. If you want a growth mindset culture, you can’t just reward the winners. Find ways every month to celebrate improvement. Could be a metrics jump, a KPI improvement, skill gains, CSAT ratings…you get it.
A final word of advice: over-correct. My first Sales Director job came on the heels of me launching a training department. There was no other sales leader as dedicated to developing people as I was. It still took me 6 months in the new gig to start talking about and prioritizing training. So I get how hard it is and how busy everyone is and how many emergencies keep coaching at the bottom of the to-do list. So, if it’s your goal, you’ll need to triple down to shift the pendulum. Dedicate six months to overdoing it. Talk about it in every team meeting and all-hands. Drop into coaching sessions and coach the coaches. Reward top coaches and rep improvements. Add it to contests. Ask your manager for skill trends in every meeting. Spend money on sales manager training. Be sure it is OVER represented in your calendar, your budget, and your voice for long enough that your team knows it isn’t a flavor of the month.
Got a tip? Drop me a line and let me know what’s worked for you! lb@factor8.com.
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Sales Manager Training Implementation [Guide]
Sales Manager Training Implementation Guide
[Guide]
The Truth About ChatGPT: 10 Things Sales & Enablement Leaders Need To Know & Try [Webinar Recording]
The Truth About ChatGPT: 10 Things Sales & Enablement Leaders Need To Know & Try
[Webinar Recording]
Quick Time Management Tips for Sales Managers
One of the hardest parts about being a manager is mastering the art of time management and being able to carve out time for everyone – for yourself, for your team, for your boss, for your career. How much? How often? Who’s first?
All too often the answer is us last. We’re so focused on proving ourselves to our team and our peers (and yes, to our boss, and maybe most of all to ourselves). We go in early, we log on late, we try to answer questions immediately and if we can’t we vow to get the answer and we do it.
Spoiler alert: this isn’t the answer. This is what made you an amazing rep. Your customers and prospects were your team and you made commitments and kept them. Like so many top rep skills, they won’t make you a top manager.
Tip #1: The goal is to get to the end of a workday with as little on your list as possible. That’s right leaders of leaders, managers, or superstars, You. Don’t. Own. it. And if you do, you shouldn’t.
Here’s my favorite line for busy front-line leaders:
Rep: Hey boss, got a second, I need to tell you about…
You: Sure. I have 2 minutes right now or 30 minutes in our 1:1 next week.
Tip #2: Top managers have a set cadence of rep interactions. They’re never longer than a week away from a pre-planned interaction to talk about performance, pipeline, strategy, or career. And all the interruptions in between? Neatly pushed into a meeting or delegated away.
Can you picture it? Like a duck gliding on the water – because all the hard work’s been done setting up the pond. My metaphors are getting a bit ridiculous, so let’s cut to the chase.
If you’re thinking of sales management or ready to soar to the next level, you have to take one of our online sales manager training courses or programs to get these essential time management skills.
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8+ Critical Things Sales and Enablement Leaders Need to Know About AI [Webinar Recording]
8+ Critical Things Sales And Enablement Leaders Need To Know About AI
[Video Recording]