Devoted readers of my blog and newsletter may have been wondering why I haven’t posted recently. I took a detour from my consulting practice by hiring on full time with a client for fourteen months. I had an opportunity to get into a turnaround business (I'm a sucker for turnarounds) and “eat my own dog food” as a CSO. Here's what I learned.Read More
Tags: sales coaching, sales turnaround, b2b sales leads, sales training, sales tools, sales transformation, b2b marketing, turnaround strategy, sales performance, sales strategy, The New Solution Selling, prospecting
We’re in the age of American Idol, where the dream of becoming an overnight success as an entertainer has become widely discussed in popular culture. Not to be outdone, aspiring entrepreneurs hope to find investors, fame and fortune as a result of appearing on Shark Tank. For those of us charged with transforming the performance of B2B sales organizations, it’s easy to become enamored with the idea that one event can alter the trajectory of our success.
One of the common questions that I respond to from younger people in sales is how to know when to talk and when to listen and how to guide the conversation with a potential customer, particularly early on or at first meeting.
Last month I attended the 2012 Sales Force Productivity Conference, an event of the Sales Management Association. At last year’s conference several speakers made a strong case for achieving long-term sales force effectiveness through deliberate sales coaching. This year the most important takeaway was an even bigger idea. You see, most sales forces are being rendered obsolete as a result of market evolution. Fixing this requires sales leaders to let go of the idea that they have something unique to sell.
I wrote in an earlier blog post that sales coaching is one of the hottest trends in driving B2B sales performance. It's a statistically significant differentiator. One published example comes from the Sales Management Association. In 2010, SMA compared the degree of coaching emphasis among forty-six business-to-business sales organizations. The companies that ranked highest in coaching discipline also grew sales and profits the fastest, and had the lowest sales rep turnover.