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The Center for Sales Strategy Blog

How to Transform Weekly IFM's from Time Wasters to Performance Improvement Meetings

valuable ifm meetingSales managers know that if they want salespeople to have a healthy sales pipeline, they need to have a balance between proactive, upstream sales activities, and reactive, day-to-day tasks.

Topics: sales management coaching

In-Field Coaching Tips that will Increase Productivity and Performance

sales coaching tips for in-field coachingGreat salespeople always want to improve. Show them that you are more than someone that manages and holds them accountable. Be a coach by helping them develop their skills on sales calls so that they can continually strive to do better and be even more successful.

Schedule in-field meetings that are focused on how you can help your salesperson perform better on face-to-face calls. 

Topics: sales management coaching

Seller Not Setting Appointments During Field Coaching Days? Do This.

sales calls appointmentsIn a previous post, A Step by Step Guide to Coaching Salespeople, I provided a guide on how to coach sellers. Some sellers find it a challenge to schedule quality appointments during their scheduled coaching days. Here are some things you can do to fix this problem. 

Is the purpose of your in-field coaching plan clear?

It’s natural that if a formal schedule of field coaching is something new, salespeople may at first be suspicious of your real intent. Be certain to communicate the purpose of your field coaching work by letting them know:

Topics: sales management coaching

4 Things Sales Management Should Do to Improve Sales Performance

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Recently, I spoke to a sales management group on four things that they can do to improve sales performance, and this is what I shared with them.

1. Recruitment

Always be recruiting. 24/7. 365. The battle for top sales talent these days has never been harder. You always have to be recruiting. Not just when you have an opening.

Topics: sales performance sales management coaching

A Step-by-Step Guide to Coaching Salespeople

sales-coaching-in-fieldThe best managers know spending time in the field coaching sellers is an important part of developing salespeople (and improving sales performance). Here’s a step-by-step guide to use the next day you are in coaching mode.

Topics: sales management coaching

One Key to Hiring Superstar Sales Talent? Know Your Management Style.

hiring superstar talentI spend a lot of time giving pre-hire feedback to managers about candidates. We discuss managing strengths and coaching weaknesses. We talk about how strengths and weaknesses can work together or can tug in opposite directions. 

At the end of each conversation, it's my sincere hope that the hiring manager has a well-rounded view of their candidate and how they will “fit” or “don't fit” in a position. But there is another question that needs to be asked. Does the candidate also fit the manager? 

Topics: hiring salespeople sales management coaching

Improve Your Team's Sales Performance with These 4 Words (VIDEO)

Matt-Train-Rehearse-Coach-Measure

Often, clients come to us when their sales are not where they want to be, and the first thing they say is that they need us to come in and do sales training. Yes, sales training will help, but alone, it won't be the only thing that helps improve sales performance. 

In this video, I discuss four words you need to remember to help your team improve sales: 

  • TRAIN
  • REHEARSE
  • COACH
  • MEASURE

Topics: sales management sales training coaching

More Teaching. Less Telling. (VIDEO)

Matt-MoreTeachingLessTelling

As a sales manager, how can you do more teaching and less telling? Often, salespeople get frustrated when the only thing they hear from their sales manager is that they need to have more activity, increase the number of asks they have, and they need to increase the dollar amount of the asks they have. They get that. They want to be taught how to do that. They want training and teaching, and not just telling

There's a certain amount of telling that goes on when managing a sales team, but there's also a certain amount of teaching that goes on. Today, I'll share three things you can teach your sales team.

Topics: sales management sales training coaching

How to Help Your Perfectionist Thrive

helping a perfectionist thrive in salesMy daughter is learning how to drive, and it's been an interesting lesson on what the world looks like to a perfectionist. She has pretty much been a perfectionist since birth, missing recess in kindergarten to make sure her coloring was perfectly inside the lines, and drawing eyelashes and fingernails on her pictures when the other kids drew stick figures. Now, she is driving, and it takes 10 minutes to get the seat, mirrors, steering column, etc., in just the right spots. She has never driven over the speed limit, and most of the time is well-under because going over isn’t the right way to do it. She has to make sure the radio is turned off, everyone’s devices are turned off or silenced, and all distractions in the car are eliminated. And of course, as my driving is far from perfect, I hear lots of advice on how I should be doing things. It's been an interesting adventure, but has also given me a lot of insight into the mind of a perfectionist.

Most sales managers also have one or two people on their team that fall into this "perfectionist" category

Topics: sales management coaching

How Coaching Helped a Seasoned Seller Rediscover Her A-Game

coaching sales talentThere is a sales organization I work with that has a consistent track record of finding highly talented candidates to join their sales team. Time and time again, they hire and develop top talent and in turn, quickly see results from these sellers.

Topics: sales management coaching