Contact Robert McAnderson to find out more about his new book, Sales Management Coaching a Winning Sales Team and how his approach 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 but are incapable of measuring the Micro level (what happens to win or lose business) sales process.
The sales process is the engine room of any sales department and it is here where micro-level sales training can achieve sustainable results. Sales Management is all about Coaching small improvements that stay with the individual and bring about life-changing experiences for both them and you.
Sales Managers cannot be present when every sales opportunity is identified, qualified, demonstrated, or closed, and so they cannot observe the sales process during each of these phases that either won the business or caused 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 build an extraordinarily strong understanding of 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 in the first instance—before you’ll know how to coach the salesperson on ways 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 deal 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 feel free to contact me via this page.
Contact Robert McAnderson
