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Sales Leadership Consulting

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Sales Leadership Consulting

 How much money is spent on sales training?
 Can my sales team perform at a higher level?
Most likely the answer is YES!  Very few companies have taken the time to train their managers on Effective Coaching.
 What is the difference between Coaching and Managing?
Both jobs are important to the organization.  So why does coaching/developing get left till the end?
 
Although we instinctively understand the importance of sales managers, few organizations have aggressively attended to the role of the manager in boosting the performance of core reps. The evidence, however, suggests that substantial shifts in rep performance can be achieved by high performing managers. Alternatively, poor performing managers can short circuit progress in sales force performance. We work with organizations to create a culture of manager coaching.
  
 
 
    
Sales Leadership Consulting
Sales Leadership Consulting is dedicated to helping you win more deals! 
We plan on leveraging your current investment in your sales force by
insuring that all levels of Sales Management can effectively and
productively coach sales people.

This process and activity will create a higher performing sales team,
increase your sales yield and increase your Return on Investment of
any skill or product training you deliver, and show you how your team 
can win more deals!
 
 
 
 
Quote of the month: 

"Show class, have pride, and display character. If you do, winning takes care of itself."
-Paul Bryant
 
       IMPORTANT                              Letter to the CEO
     
 
     Sales is neither an art nor a science.  It is a process.  
     
      As a result, the processes you have in place will provide 
      the direction for each employee.  Yes, this puts more pressure 
      on sales leadership, but it is this work that distinguishes 
      average teams from great teams. 
     
      Can you imagine any great football team without a coach who 
      has done their homework and can lay out a game plan for the each
      individual to use? This plan would be based on their individual
      strengths and area of development.
  
      Then they practice, and practice, and utilize real (game time) examples to
       continue to coach and develop. 

"The will to win is important, but the will to prepare is vital."
Joe Paterno, Head Coach, Penn State Football
 
 
      What does "practice" look like on great teams, and what does 
      it look like on your team? 
 
 
 
We seem to be doing fine without any "coaching" from
my management team. 
They tell their team what to do and we expect them to do it.
 
Seems like a fair expectation?
 
However, let's consider the reality.  On any given sales team, you are
going to have sales reps that can perform as you ask.  Their individual
skills, their motivation, the personal goals they may have set, all
contribute to a sales rep who needs very little or no coaching. 
 
Is this 100% of your team?  Of course not!
 
We need to work with each sales rep to help them understand their
growth path. 
We need to help those who may get frustrated to keep focused.
 
One of the things great coaches can do, is to help people get
focused and recognize their opportunities and their capabilities.
The sales manager/coach has a responsibility to use their players
in the most effective way to win more deals.  It is up to us to match
skills with assignments.  Even then, coaching and development will
need to occur with each rep so that the new assignment has the 
proper foundation and direction from you. 
Look at how Herb Brooks did it with the 1980 US Olympic Hockey Team.
 
     TIME OUT
Let's not complicate this! Is there really a problem?
                  Coaching Poll from Linked In