As a sales leader it's important to remember that your primary role is to be the coach of your team.
It's not unusual in 2017 to still see sales teams being ruled with an "iron fist" of sorts with so called managers giving little time to helping their team become better sales professionals as well as contributing more to the success of team, the sales target and the wider organization.
There are two key components that drive the success of a sales professional and the sales team as follows: -
A. Activity - Sales professionals who are honest with themselves will understand the direct link with strong activity and success. One extra call a day (1 x 5 days x 46 weeks = 230 extra per year) can make all the difference.
B. Approach - Having a professional approach to generating sales appointments, how prospects are brought through the sales process and a hunger to keep on learning are what make all the difference.
As well as the daily business conversations between a sales leader and their team it's essential to have weekly sales meetings where the goal is to provide help with any obstacles and direction to the team to allow them best deliver on their sales targets.
Here are five things sales leaders should do during their weekly sales meeting:
1. What deals can I help with? - Focus on the pipeline blockages, individual prospect challenges and sharing examples of how you overcame similar challenges. There is no need to focus too much on the "wins" unless there are learning's to help with other blockages.
2. Why do you think you lost that deal? - This is a great question as it promotes honesty, no blame and encourages the rest of the team to help. No one wins all of the deals all of the time.
3. Why didn't the prospect get back to you? - This could be for any number of reasons but by identifying the likely reason, a next action can be suggested, tried and learned from.
4. Which meetings can I join you on? - A sales leader should always attend a number of "new" sales appointments as well as "up-selling" appointments, to identify opportunities for improvement, learn from that sales professionals approach and provide any support to make them better.
5. Do you know what’s happening in the company? - There are so many reasons why it’s good to ask this question from new product updates, to new personnel, to new opportunities improving the sales message. A sense of "togetherness" is an essential success component to every sports team and a business team is no different.
Not only is this is a great way for sales professionals to develop their skills but by using the sales meeting as the forum to build solutions to overcome sales process obstacles, leaders are building a winning team dynamic.
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