• What Have You Done For Me Next? Speed Wins

    So you’ll get back with me tomorrow? Great. That gives me lots of time to find somebody else to do business with because you’re fired. Believe it or not, I still run into people who take great chest-swelling pride in their policy of returning calls within twenty-four hours. Wake up and smell the millennium, folks. It’s the twenty-first century, not the nineteenth. While you’re looking at your calendar to find a time to get back to your customers, they’re looking at their watches.


    Come back to this page from time to time- it is worthwhile

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  • Sales Coaching

    While coaching is widely considered to have the greatest impact on sales effectiveness, formal strategies tend to be poorly executed or non-existent in a majority of sales organizations according to Sales Management Association, a global cross-industry association focused on sales leadership and sales operations. The company's recently published research report entitled, Best Practices for Supporting Sales Coaching, revealed that:

    • More than half (55%) of all the firms surveyed have ineffective coaching programs;
    • An overwhelming 77% of firms said they don't provide enough coaching to their salespeople;
    • While "identifying skill deficiencies" was listed among the top three factors respondents felt had the biggest impact on revenue growth, it ranked #12 on a list of thirteen priorities for sales managers; and
    • Implementing an effective coaching program optimized for coaching quality and quantity can help grow revenue up to 16.7% faster.

    A separate coaching report by CSO Insights entitled, Optimizing Sales Management, revealed that the average win rate of the more than 600 companies surveyed was just 47.1% in 2015. The two-part report discusses the challenges that impede sales coaching efforts and explores what sales managers can do to improve win rates. Other key points highlighted in the report include: 

    • The average salesperson to sales manager ratio of approximately 6:1 is creating an availability time crunch for front-line managers expected to deliver coaching;
    • On average, managers dedicate 20.8% of their time to coaching and mentoring sales people;
    • Formal coaching processes generate much stronger results (53.6% win rate) in comparison to informal coaching (45.7% win rate) and discretionary coaching (44.7% win rate); and
    • An effective framework for sales coaching includes timeliness, accuracy, relevance, consistency and individualization.