Reader Comments

High Performance Selling Review

by Adams Smith (2019-02-08)

Everyone recognizes the importance of coaching sales people,High Performance Selling Review but it just doesn't get done. In a survey of several hundred sales managers, we found sales managers "coached" their sales people 1 time per quarter or less! Based on this, a sales person is lucky if they get 4 coaching sessions per year.Clearly, this is a problem. Coaching needs to happen every day, but everyone is busy and time-poor. How do busy managers and sales people find the time for coaching and developmentOne of the problems with coaching is many people confuse coaching with the performance review. While coaching should have a positive impact on the performance review, effective coaching is not a performance review. Too many managers think of the "coaching session."Effective sales managers incorporate coaching into their daily business activities. Coaching is part of the everyday conversations and discussions they have with their people. It occurs as part of normal business conversations-not something special. When they are talking about opportunities or deal strategies, strong managers focus both on understanding the business situation, but also use the opportunity to coach the sales person in strengthening and improving their strategy. In preparing for a call or debriefing the call, the sales manager will also coach the sales person by asking things like, "What are your goals for the call," "Do you have stretch goals," "What is the worst thing that might happen in the call, how do you plan to handle it," "What's the value the customer will get from this call" After the call, they might ask, "Did you accomplish all your objectives," "Is there anything more that you might have accomplished," "Is there anything you would do differently"


Ultra Garcinia 360 Slim

by Dharani Dharu (2019-04-26)

Ultra Garcinia 360 Slim includes personalized nutrition software which shows you what to eat and when you eat for your best results. Instructions for cooking and food preparation are included along with a... Read more

Neural Fusion Review

by Dharani Dharu (2019-04-29)

Green leafy veggies like spinach and kale are rich in folate and vitamins, which are linked to brain growth. Your kid may hate these for all the reasons, but you must find ways to sneak these to your kid’s... Read more