21 Mar 2019

sales coaching conversation
Recently one of our participants said, he is having a hard time getting some of their team members delivering. They are just always asking for directions from me and if I don't follow-up they don't deliver. I am not the guy who is very aggressive like other sales managers and I don't know what to do? I told, there is no need to be aggressive. You must start coaching them and help t...

04 Mar 2019

Sales training initiative India
Recently we asked a client whose company has been in business for almost 25 years and sales is primarily done from field sales when was the last time they did the sales training intervention? The client said, in their 25 years they have never done training for the sales staff. Then we asked as a follow-up, what prompted now to go for the sales training intervention? The client said,...

19 Feb 2019

Sales is pretty demanding job with plenty of challenges, no days are same and nothing is straightforward but if one manage to navigate correctly is very rewarding too. Recent technological advances also help a lot to manage the activity easily and effectively but can also be very confusing and overwhelming at the same time. Inside sales is the type of sales which become more and more com...

15 Feb 2019

When it comes to sales training initiative, measuring the success of sales training or ROI in terms of business results is not clear. This inhibits many businesses to take up sales training initiatives. Many companies we meet ask this question about sales training. Since I am investing money on this training, how do I clearly measure the impact with respect to business results such as...

31 Jan 2019

What actually results in sales success? This is a difficult question and there is no one answer. Some say sales success is driven by process, structure, whereas others say sales is all about building relations. The answer lies in combination of these. Sales is as much an art as science. Many of you have would have come across someone who inspite of not having a sales process, product...

23 Nov 2018

[vc_row][vc_column][vc_column_text]Sales review meetings are key activity among sales teams. In these meetings, it is a great opportunity for sales managers to guide sales reps to find their area of weakness and show them opportunities to improve. Instead, the majority of sales review meetings leave a bad memory for sales executives. That is because sales managers use these meetings t...

22 Oct 2018

Do this instead of buffalo leadership
One of popular analogy being used in leadership is buffalo leadership vs geese leadership. Let us understand how this applies to sales management and sales leadership roles. One of the biggest challenges for being manager or leader is how to make his team members think and own responsibility on their own. This is not easier for many. Most companies have developed a system to identify ...

02 Oct 2018

Make sales leaders sales champions with sales coaching
In the article, 10 characteristics of super coach we shared what are the 10 characteristics of a sales coach. In this article, we will focus on addressing some of the common misconceptions around coaching. Before that, let us understand again why coaching is important Why Sales Coaching? One of the key difference with respect to high performing organization vs average org...

10 May 2018

[vc_row][vc_column][vc_column_text] [/vc_column_text][/vc_column][/vc_row][vc_row][vc_column][vc_column_text] Selling is not easy! The market keeps changing with many changing factors like entry of new competitors, demands of customers, new product launches, sales team attrition etc. Salespeople must constantly upgrade themselves to the changing needs. Hence, Organizations make continu...

16 Feb 2018

Sales coaching characteristics for managers
Can sales manager be good in sales coaching? Sales Coaching skills is becoming a common requirement for senior sales manager role. Why not, coaching is the most effective way to help people get the results. Whether you are a sales head or business owner, applying sales coaching skills in your working will produce tremendous results. Reality is, as sales manager role, it is easy to ad...