The marketplace is changing. Competitors are getting tougher. In the face of these challenges, proactive sales leaders are transforming their companies and sales teams to be even stronger with these key strategies and tactics.
Strengthen Fire-In-The-Belly Sales Drive
We need salespeople on our teams with a fire-in-the-belly sales drive. These are the people who will succeed against all odds. Here are some characteristics that you will find in a salesperson with drive:
So, do the salespeople on your team have the fire-in-the-belly drive to be successful?
Install Common Sales Processes
Improve Consultative and Value Selling Skills
To gain more sales and higher margins, ramp up your salespeople’s consultative and value selling skills by coaching them how to ask more and better questions:
Establish Predictable Communication Rhythms
Just because we are social distancing does not mean that we need to be emotionally distancing. In the past, leaders communicated with salespeople once a quarter, or once a month, or once a week. Those days are gone. Sales leadership need to communicate often and regularly. We recommend at least these four types of meetings be included in your meeting rhythm in order to increase engagement and encourage performance: relationship development, quick daily check-in, developmental coaching, goal setting. Develop your own daily, weekly, monthly, and quarterly meeting schedule that are designed to support your salesperson in achieving their professional and personal goals.
About the author
Danita Bye is a renowned Executive Leadership Coach, Harvard MBA Sales Coach, Forbes – Sales Coach. She will be speaking at The Economic Times Sales Strategy Summit.
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