Contact Robert McAnderson to learn more about his new book, Sales Management Coaching a Winning Sales Team, and how his approach, which is detailed in the book, achieved a 180% increase in hardware sales over the previous year.
While CRM solutions are vital to any Sales Manager, they measure activities and results. Still, they cannot measure the Micro level (what happens to win or lose business) sales process.
The sales process is the engine room of any sales department and is where micro-level sales training can achieve sustainable results. Sales Management is about Coaching minor improvements that stay with the individual and bring life-changing experiences for them and you.
Sales Managers cannot be present when every sales opportunity is identified, qualified, demonstrated, or closed. Therefore, they cannot observe the sales process during each phase that either wins the business or causes it to be lost.
By spending 80% of their time with their salespeople in face-to-face calls, phone calls to suspects/prospects/customers, and any other sales engagement process, you will understand why conversion ratios differ from salesperson to salesperson.
You cannot fix what is broken until you know it is broken. That means you must be present when there is a breakdown before you know how to coach the salesperson to secure the desired outcome.
While spending time with your salespeople, you will sometimes see sales being lost in the moment, and the temptation to step in to win the business will be almost overwhelming. From my perspective, it’s better to lose momentum on a deal and use it as the best coaching opportunity you will ever have because no agreement is ever lost; it’s just an opportunity looking for a better conclusion, so use the kerbside conferences after the call to coach Micro Skills and get back into the deal. Remember, rugby coaches do not run onto the field, make tackles, or score points for the team. They use game videos to replay the turning points of a game and coach players on how to do things differently next time.
I am not always available to take calls, so if you have difficulty reaching me, please use this page to contact me.
Contact Robert McAnderson
[contact-form-7 id=”8405″ title=”Contact form 1″]