ALWAYS BE CLOSING ISN'T A RELATIONSHIP STRATEGY.
Curtis takes time to develop people, improving performance and achieving goals. Sales coaching is best thought of as a behavior rather than a task where the focus is on helping sales people self-assess and self-discover ways to solve problems and grow.
Ultimately, the goal of sales coaching is to create an environment where team members feel self-motivated to grow, excel, and take greater responsibility for what they do.
Effective sales coaching is the key to long-term performance improvement and organizational success. In fact, it is the most important job a sales manager has.
SALES SYSTEM AUDIT
Your sales audit will be unique to your business and your needs, but there are a few components it should include no matter what. As you’re going through these different components, keep your revenue goals close at hand.
Evaluate your sales process or road map. What process do you want leads to follow to become a prospect and then a customer?
There are a few tools your sales team needs to successfully move prospects through the pipeline to become customers. One of the most critical is a CRM that allows you to manage lead information, track progress, and view analytics and data all in one place.
Review your existing content and sales resources. Often, we think of content as part of our marketing process, but it plays a critical role in helping prospects make the leap to become a customer.
Determine the quality of your current leads. Not all leads are equal, and not all leads are ones you want for your business. How would you rate the quality of your current leads?
Assess your current reporting. Do you have the tools to provide your team with the information they need?
Evaluate your sales synergy. Your sales team is not on an island. Instead, they should have a close working relationship with company leadership, marketing, and account managers.
LEAD Generation PLANNING
An effective lead generation plan makes any sales person more productive more productive. When you develop a flow of qualified leads for your sales team, they can close more sales. This ultimately allows your sales team to spend more time on high-level sales activities (and not making cold calls) positions you as an expert with your target audience.
ARE YOU READY?
The next step is yours. Schedule your free, 30-minute consultation today. It is up to you, do what you have always done, or try something new for great results.