Sales Coaches

Do your office and delivery teams meticulously follow rules, getting frustrated when the sales team overlooks important details? Meanwhile, do the sales team members focus on closing the sale, unaware of how cutting corners impacts the rest of the team?

As a certified DISC Practitioner, I can help you bring clarity and harmony to these situations. But what exactly is DISC? DISC is a behavioral assessment tool that categorizes individuals into four personality types: Dominance (D), Influence (I)…

This is the fifth and final article in our Sales Management Building Blocks series, and it’s all about you—the leader.

As a sales manager, your team's performance is a direct reflection of your management, coaching, and leadership skills. To foster growth in your team, you need to be committed to your own development as well. Let’s explore some key areas where you can grow and inspire your team to greater success.

How Are Your Training Skills?

Are you running effective meetings that your team…

Welcome to the fourth article in our Sales Management Building Blocks series.

By now, we’ve covered systems, structures, standards, and goals. But to truly drive success, you need a program that consistently trains and coaches your team. Ongoing training isn’t just a one-time event—it’s essential for the continuous growth and development of your team members and your business as a whole. After all, your sales team is the vehicle to reaching YOUR goals.

Here are a few One by One sales training …

Welcome to the third article in our Sales Management Building Blocks series! This time, we’re focusing on technology and the structures you need to drive consistent sales performance.

When managing creative salespeople, organization and structure are essential. To avoid the peaks and valleys of sales performance, it’s crucial to implement tools and systems that prompt and guide sales activities, while also tracking actions and outcomes. Let’s explore some key structures every sales manager shou…

Welcome to the second article in our five-part series on Sales Management Building Blocks!

Let’s talk metrics. 

Metrics are the measurable performance indicators that reflect the actions your sales team takes and the results they achieve. To boost performance, focus on the key metrics that measure outcomes—and identify which areas are falling short of goals or standards.

Here are a few critical metrics every sales manager should be tracking:

Contacts/Traffic/Opportunities
This metric measures…

Salespeople can respond to objections for what they are – objections. Objections indicate that there is some concern about the product, service or process that has not previously been discussed and settled.

The most successful salespeople have a strategy for handling objections, along with an understanding of the most common objections.

Having a strategy prevents responding in a knee jerk way, under pressure from the objection and the reaction to that pressure. There is confidence in being pre…

Salespeople can avoid objections a couple of ways:

1. Knowing the most common objections that buyers typically have about the product, service, process, or experience that they sell.
2. Bringing those areas of possible concern up earlier in the process by asking about them as questions and part of the Discovery process.
   

There are salespeople who believe that if they don’t bring an issue up, then it won’t come up by the customer. Not so.

Or they keep their fingers crossed that there won’t be is…

Buyers object and raise concerns because they have them.

Buyers tend to object because they are uncertain…of what the salesperson is saying, of what the product or service promises, of how to judge either of those to get to the other side of their uncertainty, of conflicting information (what they read online is different from what the salesperson is saying).

Buyers tend to object because they are fearful…of making a mistake that can’t be easily rectified, of spending more money to solve their…

Sometimes luck brings the right person into the showroom at the right time and the process moves quickly and a sale is effortlessly achieved. Sometimes that happens.

It’s more likely that attention and intention are engaged to produce a sale rather than luck from the front door.

It’s more likely that attention and intention are engaged to produce a sale rather than luck from the front door. To stay present and focused, and to be patient and sensitive to the decision-making process of the custo…

Selling is frustrating when all signs point to the sale happening, only to have life throw a curve (spouse got relocated and they are moving, found mold in the basement that will cost $25,000 to fix) and a sale that was expected this month evaporates. Or a great sale gets cancelled because the delivery staff made some errors that couldn’t be rectified quickly. Or a customer thinks that they color they saw on the sample in the showroom was different from the color of the sofa that was delivered, …