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It is a wild and crazy marketplace. International events continue to
dramatically affect HOW and WHAT our clients buy. Today's selling environment is
not about selling products and services, or even SOLUTIONS…it is about CREATING
VALUE for the client. It is about becoming so valuable to the client they would
never think of doing business with anyone else. How do we prepare our people for
this tough business environment? How do we support our people's efforts while
remaining sane?
YOUR REALITY AS A SALES MANAGER.
- Every hour of every day you wear a different hat.
- Some times you are the
coach,
- Other times you are the problem solver,
- Or the co-professional,
-
Or the heavy - and
- Sometimes you are just a friend
- You need more hours in the day,
- You fill out reams of paper work,
- You respond to dozens and dozens of emails,
- You attend meetings,
- You respond to your Boss' requests,
- It just never seems to end.
WHAT DOES A GREAT SALES COACH DO?
"CATCH THEM DOING IT RIGHT!"
- Excellent Listener. Really listens - with ears and
eyes.
- Excellent Diagnostician. Takes time to understand
both the stated issues - as well as what is under the surface.
- Flexible and Adaptable. No two people communicate in
the same manner - an effective coach takes great care to adjust their style to
fit the situation.
- Consistent. Team members want RULES or BOUNDARIES.
They help set the benchmark, they help the Coach coach to a prescribed
standard.
- FAIR. No two situations are the same, however, team
members want to be treated fairly and consistently. No favorites. Becoming a
TEAM player comes from seeing the coach as fair.
- Ethical. The world is full of Coaches who attempt to
by pass rules - cut corners in tough situations. WorldCom and Enron are clear
examples. Honest and ethical business practices are important to the team.
Ethical business practices are a must.
- Role Model. Learning often comes from watching
someone else - an effective Manager will make joint calls and model the
preferred behaviors.
- Motivator. Learning can happen when the Manager creates the right
environment and sets clear expectations with rewards and consequences.
Finally, a great coach knows how to make each of their people "their own best
expert" - able to replicate new successful behaviors on demand.
SALES TIP #1
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