Sales managers and sales leaders have one thing in common. They know that their salespeople could and should be doing better. Reports continue to show that only 50-60% of reps are hitting quota and that's nothing to be proud of. So, why does nearly every sales leader struggle with the problem of under performing salespeople? The biggest problem is that there isn't one reason but we know the biggest culprits.
Coaching- We refer to this as the big differentiator. Coaching is the one thing that can make up for mediocrity and we know should make up 50% of any sales leader's role. How do you know if your coaching is effective? Your salespeople should be begging for your time.
Selection- When you hire the wrong salespeople, it becomes clear early on the fit is not good.
Congruance- If you have to continually coach salespeople on the same issue, it's more than likely a Sales Congruance issue or Sales DNA issue, not a skill gap.
Most sales training is ineffective, focusing on tactics and techniques instead of mindset and beliefs. There are 21 Sales Core Competencies and characteristics of a successful salesperson. Sales training must cover all 21 of those competencies and hone in on Mindset training which accounts for 80% of sales success.
Coaching keeps sales teams optimized for performance. Their minds are set to win, their skills honed, and they are focused on executing your sales process—not veering off track. All up, it leads to strong, consistent sales results. After all, the Players Won't Play if the Coaches Don't Coach!
Real world experience far outweighs any theoretical knowledge. Learn the keys to success that we have uncovered from our research of 200+ organizations by in our Sales Leader Toolkit Download Now