Six Tips for Coaching Salespeople to be Productive Again

Everyone who has been selling for a while knows sales can be a roller coaster. The peaks and valleys of sales are a fact of life. One of the most challenging tasks is coaching a veteran salesperson that has reached a plateau and is struggling. Or worse, has reached a performance level where they are satisfied or they have earned the right to not do the things they used to do when they were building their business.

Each situation will be different but one common sales coaching theme is clear. The sales manager needs to find out what will motivate the stalled individual to determine the type of coaching required. What works in one situation may not work in another.

Sales coaching will vary depending on the development levels of the individual. Some sales managers prefer working with senior salespeople because it is more interesting and rewarding for the manager. Others prefer to work with less experienced salespeople. The real world is that you must coach all levels. Each situation is different and the manager must adjust his or her sales coaching techniques to be effective.

5 Things to Remember When You’re Talking to a Prospect on the Phone

Do these and buyers will give you more time, more often.

By Michael Caron, President, Northbound Learning

1) Ask questions but ask for permission first

It’s great to ask questions on a prospecting call to understand what issues, challenges or goals a customer might have but don't forget to frame why you’re asking them.  Otherwise, it can catch your prospect off guard and they will be less apt to want to answer questions until they know "what's in it for them" to do so.  Use language such as, “I don’t know if there’s a fit between our companies for sure but would it be OK for me to ask you two quick questions to help see?”  In the thousands of calls I’ve personally used this strategy of asking permission with, I’ve only been turned down once!