Tag Archives: Business

MyOrbit Blogs, Sales Coaching

Coaching an Effective Selling System

An effective selling system is a requisite for success in the world of sales. Follow those who are true leaders in selling, and you will find each has a system that allows them to excel.

In order to have a productive sales team, one must consistently teach and coach an Effective Sales System (ESS). If your team does not have an ESS, and you rely on sales people to operate within their own system, you will have a difficult, if not impossible, time affecting individual skills and behaviors.

An effective coach must clearly demonstrate what is expected of a sales person. At a minimum, one must be able to communicate how to employ concepts and tactics via stories, analogies and metaphors. Think of the athletic coach–while the coach may not physically demonstrate everything that is expected of an athlete, he/she must be able to communicate what is expected.

To effectively coach sales people, you must do the same. You must truly know and understand the selling process and the Effective Selling System. You must own the content and the process, and you must communicate the sales skills expected of your team.

Specifically, you must be able to demonstrate the 8-step phone process with an effective Unique Selling Approach (USA) opening. You must demonstrate an effective initial call starting with “What would make this meeting a great use of your time?” Your ability to demonstrate these skills will greatly enhance your sales team’s ability to execute an Effective Sales System. On the other hand, if you don’t know the system intimately, you won’t be able to effectively coach your sales people through demonstrations or identify sales-sabotaging behaviors.

Remember to ask open-ended questions. Help sales people discover their choke points through the questions you ask. Confirm that the sales person wants to fix his or her problems. Unless sales people desire to correct their weaknesses, you will have a difficult, if not impossible time, helping them improve. Verify each producer’s willingness and enthusiasm to work and get commitment that they will devote the time and energy necessary to master the skills.

A good sales coach must also be able to teach the theories and psychology which support an Effective Sales System, including: A. Why understanding the interpersonal dynamics of the buying and selling process is crucial, B. Why traditional phone approaches are ineffective, C. Why a sales person should not look, act or sound like every other sales person, D. Why effectively asking questions can make or break a sale and E. Why it’s critical to get commitment for a decision prior to presentation.

As well, a good sales coach must understand and teach the psychology and theory supporting: A. When and why a sales person asks for introductions, B. Why each sales person must have a robust pipeline, C. Why executing a personal success formula is vitally important, and D. Why participating regularly in sales huddles (weekly, 15-minute meetings in which sales people report critical numbers) is crucial to a sales person’s success.

You must coach your sales people at each step as follows: First, tell them the skill you will be teaching. Second, show them how to use the technique. Third, review what you taught and demonstrated. Next, execute with drill-for-skill and role-play so that your sales people can see the skill in action. Finally, have them practice using the technique with one another so that they are able to employ the tactic while they are under pressure in the field and on the phone.

Your team must demonstrate knowledge of the selling system and comfort while using it. Typically, human beings must perform an activity multiple times before mastering it.

Robert F. Bruner of the University of Virginia stressed the importance of repetition for learning when he wrote the following: “The deepest “Aha’s” spring from an encounter and then a return. Repeating the encounter fuses it into one’s awareness. The learning process is one of slow engagement with ideas; gradually the engagement builds to a critical mass where the student actually acquires the idea.”

Being a good sales coach is a full-time job, requiring focus, dedication and energy to learn and master the steps and processes of an Effective Sales System. The coach must then be willing and able to teach and coach theses steps and processes to the sales team. A good sales coach must be able to play “bad-guy/good-guy” and be able to motivate and mentor sales people while holding them accountable to the necessary activities.

Tony Cole, President of Anthony Cole Training Group
(877) 635-5371
http://www.anthonycoletraining.com

Article Source: https://EzineArticles.com/expert/Tony_Cole/54599

Article Source: http://EzineArticles.com/8044018

Sales Coaching

Getting Sales Coaching to Happen – Target Trigger Events

People who are knowledgeable and experienced in sales excellence know sales coaching is worthwhile; it can make a difference; and it needs to be a priority. Sales pros agree coaching is a necessity if you want a world-class sales team.

While most sales leaders agree about the importance of sales coaching, most also admit “the job isn’t getting done.” Many great companies start coaching initiatives with tremendous energy and commitment. Far fewer exit the other end of the tunnel.

Two developments increase the urgency for a renewed dialogue about getting coaching to happen:

· Sales force performance is a bigger piece of the competitive advantage puzzle. Presently, it is extremely difficult to sustain a competitive advantage by product alone. Even if you have a winning product, the competition is likely to get a product to market that is just as good, at half the price… in half the time it took several years ago. Although a superior sales force is extremely difficult to assemble and train, once you have one, it is of the few sustainable advantages left.

· Sales excellence is more difficult to achieve. Not only is superior sales performance more important than ever; it’s harder to get there. Today, sales people must develop their knowledge and skills to an unprecedented level. Now top performers have to know more and know it at a higher level of competency than ever before. In many companies, a substantial number of the top performers 15 years ago would not make the first cut for this year’s President’s Club.

One step for making it happen is addressing a critical stumbling block for achieving sales excellence – why more companies don’t get serious about sustaining a coaching effort? In that regard it’s not that folks don’t think it’s important; they do – also is not primarily a lack of skill. Sure some front-line sales managers need to improve their coaching but even when they do, coaching often still does not occur.

We would submit the fundamental culprit is lack of commitment and discipline. Consequently another high priority coaching initiative or a new coaching training program, by themselves, are unlikely to fix the problem.

Enter Trigger Event Coaching. In organizations certain events occur that create an enormous amount of organic energy and focus. This is due to the strategic importance of these events and the time, effort, and financial resources the organization has committed to making them happen. Let’s call these occurrences – Trigger Events.

Launching an important new product, initiating a rebranding effort, implementing a merger/acquisition, and instituting a strategic sales shift like moving from selling individual products to selling an integrated solution are all examples of Trigger Events.

When it comes to coaching, Trigger Events are important because if you initiate a targeted coaching effort to making them successful, the importance of the Trigger Event will provide the focus and commitment necessary to make sure the coaching happens. All Trigger Events represent some type of strategic shift so the sales team will indeed need to adjust and adapt their selling skills to the new reality. So coaching is clearly needed and warranted.

Example – New Product Launches. Let’s take the example of a new product launch. In this case let’s assume the new product is a potential game changer. In such a case the company would have committed substantial R&D and Marketing dollars and lots of people would be interested in creating a success story.

In is also true if the product is a game changer, then the sales team will likely face new sales challenges and a need to upgrade their selling skills. So it will be easier than normal to get everyone behind the idea of implementing a six-month targeted coaching effort for helping the sales team get smart about selling the new product. And if needed, it will also be easier to get the budget to implement manager coaching training or purchase a coaching software package customized for the new product.

Summary

When it comes to sales coaching our observation is the problem is not so much about bad sales coaching but the fact that sales coaching does not systematically occur. When it does occur, it works.

So one answer to the dilemma is connecting the sales coaching effort to a high priority organizational Trigger Event that has everyone’s attention and focus. Our bet is under these conditions the right people will actually get serious about coaching, its merits will be demonstrated, and perhaps coaching will become institutionalized. And if the latter thing happens – that’s a good thing.

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer – the founders of Sales Momentum and Sales Horizons – have worked with the Fortune 1000 to design and develop sales training programs that make a difference. By working with market leaders – such as UPS, Smith & Nephew, Robbins & Minor, Textron, Boston Scientific, Owens & Minor – we have learned that today’s standard for a great sales force significantly differs from yesterday’s picture.

Sales Momentum offers companies a new generation of proven sales training programs designed with Fortune 1000 companies… that you can deliver, modify, and brand to your organization. Sales Horizons offers these programs to companies with a one-time license fee that is compatible with today’s economic realities.

To learn more about how Sales Momentum helps companies achieve sales success, visit our web site at http://www.salesmomentum.com or visit our blog at http://www.salestrainingconnection.com/.

Article Source: https://EzineArticles.com/expert/Richard_Ruff/907121

Article Source: http://EzineArticles.com/8017636

Sales Coaching

5 Step Process on What to Ask and How to Listen in a Sales Call

There is no denying that the sales process heavily relies on an effective sales call. However, it is important to remember that the sales call is more than just a time to give off your rehearsed sales pitch; it is a time to answer questions and to listen to the needs of your buyers. This is why it is important to engage in some motivational sales training to understand five basic steps that will help you ask the right questions and help you know how to listen to your buyers on a sales call so that you can get the most out of your call.

1- Ask About the Lead

You should always begin the sales process by asking questions to the client. This will let you know about who they are as a person and who their company is a little more. This is important for a few different reasons. First, it will let you know a little more about the person and what their rapport is like. It will also let you know more about the problem that they are dealing with so you can show them that your product or service is the solution. Finally, it will help develop a relationship between the two of you and build trust.

2- Ask The Lead Questions About Their Needs

Next you will want to ask questions about the lead’s needs and make sure you pay close attention to the answers. You will want to know what your prospect needs to enhance their lives or their business so you can show them how your product or service can meet that need.

3- Ask Yourself If Your Product Will Enhance the Lives of the Prospect

The next question will be a question that you ask yourself. At this time you want to ask if your product or service will really enhance the lives of the prospect. If you confirm this then this lead will qualify as a true prospective sale. If you honestly do not believe that your product or service will enhance their lives then it is not worth either of your time to move forward with the sale.

4- Ask If the Buyer’s Budget Permits the Sale

Budget questions are very important and you will want to make sure that you ask questions and listen for answers that will let you know if the prospect’s budget would even allow them to use your product or service.

5-Ask What You Can Do

This final phase of questions is important as it opens the door for further communication with the client down the line. While on the sales call make sure that you ask them if there is anything else that you can do for them to make them more comfortable with the sale or happier with their attention and services. Make sure to provide contact information to them at this time as well.

Resource Box: If you are looking for more information on what to ask and how to listen in on a sales call then you need to visit the professionals from The Sales Coaching Institute online today. They can be found at salescoach.us where you can get more tips and learn more about their motivational sales training services through a sales coach Chicago.

Doug Dvorak is the CEO of DMG Inc., a worldwide organization that assists clients with productivity training, corporate humor and workshops, as well as other aspects of sales and marketing management. Mr. Dvorak’s clients are characterized as Fortune 1000 companies, small to medium businesses, civic organizations and service businesses. Mr. Dvorak has earned an international reputation for his powerful educational methods and motivational techniques, as well as his experience in all levels of business, corporate education and success training. http://www.dougdvorak.com

Article Source: https://EzineArticles.com/expert/Doug_Dvorak/54046

Article Source: http://EzineArticles.com/7854299

Sales Coaching

The Coach’s Role on Joint Sales Calls

Normally, when a manager attends a joint sales call, it is at the time of the capabilities presentation or closing presentation. Though attending these meetings can be helpful, they do little to help sales people close more business that late in the process. That is like coaching a baseball team by showing up in the final inning instead of watching the entire game. As sales manager, you may know the outcome based on the data, but you will not know how the game developed. Knowing how the sale develops is essential to effective coaching. This is why observing sales people in action is so important.

Here are 4 steps to help you and your sales people have more effective joint calls.

1. A Quality Phone Call- Remember, the quality of the phone call will determine the quality of the appointment. Your sales person must follow the 8-Step Phone Process to make sure that the joint call is taking place with a qualified prospect versus a practice call.

2. Conduct a Pre-Call Session. In pre call sessions:

– sales people make sure they are prepared to execute their sales approach effectively
– The sales manager and sales person role-play the appointment
– Everyone agrees to and identifies who will do what during the sales call

3. Identify the Reason for a Joint Call – If it is for learning purposes, then the sales manager has a very small part in the call. If it is for qualifying or closing a large account, then the role of the sales manager can be more prominent.

4. Do a Post Call Debrief – This is an opportunity to help sales people recognize opportunities that they missed, questions they could have asked better and commitments they failed to gain. First, ask the sales person how he/she thought the call went. Listen and take notes. Compare their comments with your own observations. From there, share your insights about the sales person’s performance. Then schedule a one-on-one meeting to outline specific next steps and to develop an action plan that will address the “choke points” that were demonstrated.

A few tips for the sales coach. First, schedule these calls with your sales people. Do not wait for them to schedule.

Be proactive and select the calls to join. Secondly, observe the sales person during the call. Be present during different stages of the process so you know how the sales person opens, nurtures and closes a sale. Always do a pre-call before the meeting so that the sales person is prepared and so that later you can listen and absorb what is happening on the call. Make sure that the sales person is prepared to conduct the perfect sales meeting because you are there to observe. During a joint call, the coach’s role is defined as supportive, not as main character. This means that when you are on a joint call, you must let the sales professional run the meeting and make mistakes so that he/she will learn. If you “rescue”, this will not happen.

That being said, you probably wouldn’t let a sales person blow the sale of a lifetime. However, you should not ask a critical question that the sales person has neglected to ask. If you think you must assist, address the sales person with a question. As an example, if the sales person has forgotten to get clarity on the decision-making process, you should ask him/her about it. This would sound something like – “Mary, I must have missed this in the conversation – what is the decision-making process?”

You can access Tony’s entire eBook, 9 Keys to Sales Coaching Success, on Tony’s Sales Brew Blog. Make 2013 your year to become an even more effective sales coach!

Tony Cole, CEO of Anthony Cole Training Group
http://www.anthonycoletraining.com

Download Tony Cole’s Free eBook – 9 Keys to Successful Sales Coaching at http://blog.anthonycoletraining.com/free-ebook-9-keys-to-successful-coaching/

Article Source: https://EzineArticles.com/expert/Tony_Cole/54599

Article Source: http://EzineArticles.com/7604194

Sales Coaching

8 Trends in Sales and Sales Coaching for 2013

The rise of the “expert” seller

It’s been coming for a few years and 2013 will see their recognition in the field of sales. The “expert” seller also known as the accidental salesperson.

Customers need expertise from salespeople; they need something of value compared to the old days. Adding value to the sales relationship has been sought otherwise the product or service that you’re selling will be commoditised and bought on the internet or via procurement software packages.

2013 will see the expert salesperson gaining in credibility and effectiveness as sales teams realise they need expertise as well as the ability to communicate, run a sales process and help the customer solve their problems, pains and challenges.

Salespeople will fuse into experts who sell.

Cloud based CRM

Cloud based CRM is not a new idea. CRM or Customer Relationship Management software has gradually migrated from desktops to the cloud. Once there, it changes everything.

Put simply, successful sales people and their managers run their business lives through their CRM software and they do it on the move. Using mobile devices – phones, tablets – salespeople can log their calls and visits, update the customer profiles, communicate, forecast their pipeline, chat to each other and keep focussed on their sales goals and activity. Meanwhile the sales managers and support teams can work alongside the salesperson to benefit the customer.

2013 will at last witness salespeople seeing the benefit. As a result, they’ll update the CRM more regularly than the past and reap the benefits.

Online video

The vast majority of websites are stationary, still, lifeless. Online video will see a considerable growth in 2013 in the field of sales and sales coaching. Online video is being increasingly consumed using mobile devices such as your phone or tablet, which makes it easier to view. Video can be put out on YouTube, websites, Facebook, Tweets and companies will want to seriously consider putting out more video in 2013. Not the stale corporate stuff but videos of the people, the humans behind the product and service.

More of us will be creating short snippets of video and letting their customer watch the video rather than read an email or written note. Proposals can be accompanied with a video of you talking through the key points or if a customer has asked for more information, send them a video showing how the product works or can help them. Not from the shelf but created fresh.

SoLoMo

A new buzz word for 2013. Social, Local, Mobile. It means that customers want to consume from you in a social manner, using social media, locally, so bespoked to their personal needs and mobile, so they can use their mobile device to communicate with you.

This is a seriously scary trend brought about by mobile device popularity and their ability to locate wherever you are to a metre. Consumers want advertising to be local to them, delivered via their phone and done socially. So a parking ticket bought by your phone, ensures a pizza special deal is made available to you and your tribe. Coffee at the building society branch is available to you and a chance to chat through your loans, but only if you want to pop in, after all you’re only 10 metres away as you pass.

Bulk advertising, expensive TV commercials, mass mailings, eShots… all maybe a thing of the past!

Google Live Hangouts

This is a serious game changer for salespeople and sales managers. 2013 will see the move towards proper video conferences where people can look each other in the eye as they talk to one another; watch some body language and plenty of facial language to help communicate with each other.

Google hangouts works with their social media site – Google Plus – not as popular as Facebook but the same concept. You can start a hangout with anyone in your circles, up to 10 people and have a meeting, a conversation, a hangout with each other on screen. The videos of each person will be shown to everyone on the hangout. Everyone can talk, listen and enjoy.

You can also opt to have the whole thing live screened to YouTube. Suddenly the game changes. You can have as many people as you want view the hangout on your YouTube Channel and once it’s over, a recording will be automatically posted to your channel.

For sales managers I can see this technology being used to run sales meetings, run client meetings just like Webex is being used today. The main difference is video and the use of mobile devices, after all, Google + and YouTube needs no additional software. As salespeople merge into experts who sell, the live video can be used to demonstrate expertise, teach, educate and promote on a local level.

Watch this one; it’ll impact you in 2013.

The decline of email

Email use is declining and 2013 will see this trend accelerating. Viruses, Spam deluged folders haven’t helped but the greatest impact is on the younger generation’s use of email. They just don’t dig email.

It’s not going to disappear overnight and will remain hugely important but the message for 2013 is… discover another way to communicate online with your customers. This may be via social media or Socmed as it’s known, texing ironically works well, Skype, YouTube, phone.

Total selling

I first heard the term in the 1970’s with the Dutch national soccer team. Total football it was known as, then total rugby came in the 1990’s. It means that everyone can play any position and helps the game to be quicker, more fluid and exciting to watch.

Total selling involves everyone in the organisation to be involved in the sales process and each person knowing what the other person is doing. The CRM helps here. More companies will train their staff in all aspects of the sales process and it’s they that will develop the competitive advantage.

Gamification

Another new buzz word for the 2013’s – Gamification – taken from the burgeoning gaming market.

I was reading the Economist this week – the gaming industry is now worth $67 billion rivalling the movie industry. Games offer excitement, entertainment, challenge and the ability to win and it’s this Gamification that will effect selling and sales management in 2013.

How will the trend evolve. Communication with customers, whatever the means, will become more gamified and consumers will want their messages delivered in this way.

How much entertainment, reward and stickiness does you current communication provide to customers and sales teams alike?

In sales teams, sales managers will be considering how to gamify sales meetings, sales trainings, the annual conference, web meetings. In their new book “For the Win”, Werbach and Hunter argued that future communications can be enhanced by gamifying. Games have distinct ingredients and so will our messages.

I talk about WIPEing the message.

 

  • W is for win, can the activity that you create to communicate allow them to win something?
  • I is for instant feedback, how can the group players get instant feedback?
  • P is for points or badges to signify progress and success and
  • E is for excitement, which tells it’s own story

 

Sales people might be considering their sales messages to customers and how sticky these are? Particularly their online messages and communications, can they add an element of WIPE to the way it’s delivered. If they don’t others will and gain a competitive advantage.

Sign up to Paul Archer’s weekly sales and coaching tips and get the Sales Tip’s Annuals for the past three years with Paul’s compliments. http://www.archertraining.co.uk/Sales_tips.htm

Article Source: http://EzineArticles.com/7402705