Menu

Tag: Sales Coaching

Ten Golden Dual Sales Call Rules

May 20, 2019
| No Comments
| Categories: Sales Coaching

Coaching involves very personal styles, and seasoned coaches are unique in their approach. However, there are ten principles to remember. Taking over the call - when dual calling with salespeople, the urge is to take over the call, particularly with newer recruits.  Don’t! Loss of order versus training need - a tough decision.  How do you balance losing the sale by not stepping in versus the patience to allow a self-discovered learning need? Tell versus ask style – one of the oldest discussion points in the history of coaching. Help…

Read More

Does Shadowing Work in Coaching?

April 6, 2019
| No Comments
| Categories: Sales Coaching

It’s inherently simple to put into place. “I’m letting Michelle shadow you for a week as part of their training, is that OK?” “I suppose so.” Says one of your top performing salespeople, muttering under breath, how much they hate that. I wonder why; let me explain. They don’t think they’re any good at coaching The newbie gets in the way and keeps asking questions There’s nothing in it for me They’ve no idea what they do well They cramp their style Moreover, it doesn’t work apart from leaving the…

Read More

It Made No Difference

January 12, 2019
| No Comments
| Categories: Sales Coaching

I was caught hook line and sinker. 37 in a 30 limit. It was a mobile camera that captured the moment, and the booking arrived two weeks’ later in the post. I took the option of the speed awareness course to save the points and maybe, to learn something, after all, every day’s a school day. The trainer had a hard time in the first ten minutes, with a group of students, the vast majority who didn’t want to be there and made their feelings publicly known. A little embarrassing.…

Read More