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Your Sales and Sales Management Questions Answered
In an article last week, I provided the post to a sales competency contest. The final question in that survey asked the participants for any sales issues they needed help with. Today I'll answer the first four of those questions below:

Selling Professional Services – 5 Opportunities to Grow Rich in Tough Economic Times
Selling professional services has always been challenging especially as the financial investment increases and the sales cycle lengthens. Even when times are good and the economy is booming. Right off the bat, you know it isn’t going to be easy. Just take a look around…

Requests for Proposals (RFP's)
An overview on RFP's and the importance associated with RFP's in selling.

The difference between selling with 'desperation' and 'inspiration'?

Being desperate is not pleasant and it's an exhausting place to be in all the time. To achieve and sustain long term sales success you need to sell with inspiration! If you can't get up every morning motivated by 'what' and 'how' you sell; you're in real trouble because no one else is going to do it for you. One of the biggest tests for any salesperson is how they perform under immense pressure - yet if you're resilient and made of the right stuff you may even thrive in it. Many salespeople crack under pressure. They have a couple of poor months and then get desperate. They start cutting corners and looking for quick-wins. This is the beginning of the end. The quick wins seldom come, particularly when you're desperate.

Addicted to leads

Donald the management-consultant arrived late to a public sales-seminar I was conducting. The rest of the participants arrived early for their 8.45am registration and had been chatting amongst each other. He apologised for being late and then rushed in and sat down. His body language was stiff and noticeably anxious. Although now behind schedule, for Don's benefit, I asked everyone to again quickly introduce themselves and describe what business they were in. All were happy to oblige.

My Sales team arent getting along, am I doing anything wrong?

'Genuine Conflict' is when team members don't get along but willingly live with their differences in exchange for a pay packet. There are no team values or value in the team. Sometimes team members align but it's usually short lived as the competitive forces and jostling for rewards and recognition takes priority. Attrition is high, but players' dont seem to mind, as it means one less internal competitor and is part of the game. Managers reward sales success above all else, even at the detriment of other team members and even some clients.

The little agency that lost its soul

I was once involved with a small but successful advertising agency. This agency had won a lucrative account with one of Australia's big banks and received a lot of recognition. The agency was then purchased by a public communications company in a strategic sale designed to acquire the big bank as a client by default. The communications consortium paid top dollar (shareholders money of course) for control of the agency and the big account.

What should you do with your poor sales performers?

One of the most frequent areas that I get asked to consult on is sales team 'performance', or lack thereof. In many sales teams what I observe is a small percentage of sales stars shining and the rest making up the numbers. This conundrum I call, 'The Law of Lesser Equals'. This law propounds: All women and men are created equal, yet when compared in competitive environments some underperform, not just marginally, but resoundingly. Many team members have the same training, similar backgrounds and experience, but some get the results, while others struggle. Is that a result of luck, experience, or natural talent, or is there a more substantial explanation?

How confident are you at selling, really?

As a (willing) potential customer I want to trust you and believe in what you are saying and that you will deliver on your promise. You can make the odd mistake here-and-there, because if I trust you it's not a deal breaker-I know you will be the first person to bring it to my attention. You can sell the best product or service in town, but if your salespeople fail to install belief, build trust and deliver on their promises, the success of your business is limited, if not ultimately removed.

Increasing Sales Teams' Productivity
Sales people may appear to be busy but they may not be bringing in the desired results. Here are some tips to help them.

Are You Asking the Right Questions to Increase Your Sales?
The right questions probably aren't the questions you’re using now. Do you and your prospects feel uncomfortable with the questions you're asking?

3 Ways to Improve Employee Morale and Productivity
Morale is tricky to keep positive, but it is also one of the least expensive ways to keep your employees happy and most importantly productive.

Mental Strength for Sales Success
Tips on what sales coaching can do to help close skill gaps.

Real Live Coaching Call - Coaching Salespeople
Clients who receive sales management coaching, training and development come to know what an effective sales coaching conversation sounds like. You may not be privy to that so you might find last week's episode of Meet the Sales Experts helpful.

Real Live Coaching Call - Coaching a Salesperson
Chris Mott was my guest and he coached a live caller for about 30 minutes. Listen to the show for a better sense of what every coaching conversation should sound like. The following email was received from the live caller the day after the scheduled sales call:

Need Sales Coaching? Top 7 Questions You Should Ask Before Hiring a Sales Coach
Follow these tips and you will ensure you partner up with the right sales coach for you to achieve amazing sales results...

1st of the Top 10 Kurlan Sales Management Functions

This is the 1st in the series of the 10 Kurlan Sales Management Functions. #1 - COACHING In its simplest form, sales coaching consists of the following two activities: 1. Pre-Call Strategizing - coaching prior to selected calls to make sure that the salesperson has a good reason for having the upcoming call, a desired outcome, a game plan or strategy, and the appropriate questions/dialog to achieve the desired outcome. 2. Post-Call Debriefing - coaching after selected calls to discover the true outcome of the call, why the salesperson got that outcome, and what they could have done differently or more effectively...

12 steps field sales coach plan

The reality is that most sales managers do not spend enough time with their staff in a coaching capacity. Providing constant feedback and being a role model who demonstrates the right skills. Many managers today are still focusing too heavily on short term efficiency and not long term effectiveness. Development of staff through on-the-job coaching is a critical function of modern day managers but can take second place to some of the more urgent, but less important priorities.

Why Sales Coaching Really Matters
Without systematic, on-the-job coaching post a sales training program 87% of skills that were covered in the sales training program are lost within 30 days With systematic, on-the-job coaching post a sales training program the return on the sales training program is four fold. Lesson: Sales training without coaching is a cost liability rather than an investment.

How much training should I give my sales team?
Highly effective sales people and teams do not happen by chance. A study by Aberdeen Group (2009) of 8,500 top performing companies with a turnover in excess of $50 million, showed that the highest performing of these in each of their industries provided their sales teams with no less than 8 days of focussed sales training per year, and this did not include product training.

Crank it Up With Performance Evaluations
People need feedback! You hurt your people and yourself with inconsistent or non existent performance evaluations, they are worthy of the effort! Learn why performance evaluations are necessary and how to leverage them to improve overall results! Learn more, read on...

Do You Dread Cold Calling?
If cold calling is something you must do, here are some thoughts and ideas to help you master your negative emotionals and have greater success!

Fourteen Kick Butt Time Management Tips
This article outlines fourteen of the most common areas for concern regarding artful time management. Learn how to cut the fat and make yourself more productive so you can maximize your results and also your gains! Read on...

Top 10 Qualifying Fact Finding Questions That Will Earn You the Sale for Consultative Selling
Qualifying fact finding questions are directly connected to your industry, your products, your services and most importantly your customers. In consultative selling, I find that asking these 10 insightful qualifying questions early in the selling phase of the sales process saves me time.

To Grow Your Business Requires Closing the Gap Between Sales and Customer Service

For many businesses, there is a distinct line between sales and customer service. To ensure that the sales process is executed without problems, separate departments have evolved addressing what are perceived to be sales issues and customer service issues. Yet is this really effective given the research about customer turnover, the time to earn a signed commitment and how quickly sales leads become cold?

3 Fact Finding Questions to Convert Your Sales Prospects into Customers
How successful are you in converting your sales prospects into customers? These 3 quick fact finding questions may help you increase sales.

How By Being in the Bottle Is Keeping You From Reading The Label and Growing Your Sales
Being in the box is a common analogy. How about being inside the bottle? If your goal is to increase sales, what is more productive, reading the label from inside the bottle or outside the bottle?

The 5 Biggest Sales Management Coaching Blunders
Transforming your sales managers from good to great coaches can have a dramatic impact on sales. In fact, sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers make all types of mistakes.

5 Sales Tips to Turn Hot Leads into Hot Sales
So how fast do you believe leads stay hot? Or would you prefer this question, how fast do you believe leads get cold?

Selling Success Marries the Sales Approach to a Proven Process
A recent poll by a respected sales guru suggested that during your first meeting with a potential customer (a.k.a. prospect) you can begin your presentation after you have established rapport. Maybe that works for you, but given that only 2% of all sales are made on the first contact, this sounds like a recipe for disaster.

How to Improve Sales Training Programs with this One Word
Why are good sales training programs still being used when the results are questionable at best? Possibly the major obstacle is not being identified.

How Effective Communication Is Influenced by Perceptions within the Sales Process
Ever wondered why you had a failure to effectively communicate your sales message? Read a short story about Forest Gump and how he and St. Peter had a similar challenge.

How Sales Managers Can Make Meetings & Sales Teams Far More Productive with this One Strategy
Would you like your sales meetings to be far more productive? Then read about this simple strategy that can quickly double your results.

Sales Success Begins with Defining What You Value To Better Understand What Motivates You
What motivates you each day to increase sales? Have you ever considered what motivate you is what you value?

Does Your Sales Training Program Fail or Pass the Simple Rope Test?
Many sales training program fail the simple rope test. Maybe this is because the simple rope test is just so simple that it continues to be ignored.

Is Your Sales Training Demonstrating 20/80 or 80/20?
Where are you putting your sales training efforts and what are the positive, measurable results from those actions? Are they 20/80 or 80/20?

How Failing Business Etiquette #101 May Be Your First Obstacle to Increase Sales
If you want to increase sales, then are you demonstrating the right business etiquette? Possibly, you are failing one of these every day behaviors and this maybe why you are still achieving your sales goals?

Efficient and Effective Are Partners to Increase Sales
Have you ever considered the difference between efficient and effective? Did you think that how you define these words can potentially affect your ability to increase sales?

Three Trends Facing Future Business Strategic Planning
Where does time go? What seems like just yesterday you were planning this year's goals and now it is 6 months or heaven's forbid 2 years later!

Sales Coaching Action Plan
As in every field of coaching, coaching in sales is more effective if it is based on an action plan. What should that plan consist of and what is required of a sales coach that enables him to do an adequate job of it?

Can Music Make Your Sales Force More Effective?
Sometimes, when I hear a song it instantly takes me back to a memorable time in my life when it was playing. Something similar should happen with your sales people. If they hear something, a word, a phrase, something in the prospects voice, it should take them back to when they've experienced that before. They should be able to use that to their advantage.

Debriefing the Team Sales Call
You are likely out in the field more often with your salespeople. Here are some coaching best practices and tips to help you make the most of your team calls and use even limited post sales call time as a learning lab through coaching. After each call, along with discussing next steps and strategy, select one area of the call and coach to it.

The Difference Between Good and Bad Sales Coaching Questions
You might think you're asking the right questions, but if you're not being as clear and direct as possible, chances are you're leaving somethings uncovered.

Empower your Sales people with the right Sales Coaching Process!
Nearly all elite athletes have a coach. Rarely do you see an individual or team scaling the dizzy heights of success without a well thought-out coaching structure, appropriate motivators, and when needed; soft or firm guidance in the right direction.

Why hire a Sales Coach when I already have a Sales Manager?

Most companies already have a sales manager or person in charge of sales in some capacity, so why hire a sales coach? Many sales mangers are not trained in the subtleties of effective sales coaching nor have they developed the necessary skills and tools to be effective sales leaders. The most common way to hire a sales manager is to simply promote your best sales person. This logic suggests this person is the most qualified to lead the sales team based on their past sales achievements. This type of ‘promotion by necessity’ is common, but not commonly successful. In the process you may even lose your top sales performer when their leadership abilities fail to match their sales ability.

What should my sales team expect from a successful Sales Coach?

Successful sales coaching requires patience, a good ear, curiosity and of course the ability to provide individual sales people or sales teams with the right information at the right time. These relationships empower the recipients with knowledge and the confidence to maneuver themselves toward the right outcomes. Wisdom is knowledge applied. Therefore the sales coach prefers not to impart his wisdom directly, instead coaching the sales people or sales team to find their wisdom through their own questioning, answering and experiences.

Proven Business Building Success Formula for Building Customer Loyalty
Is building customer loyalty important to you? Do you know the real question that determines loyal customers? Maybe you are not asking the right question and not measuring the right results.

Sales Coaching: For Entrepreneurs – Part 1
This article examines deterrents to coaching and de-mystifies the coaching process by providing ideas and tools that help create a coaching culture for generating a high ROI.

Why Radio Listeners Listen to Commercials May Be Your Competitive Sales Advantage
The behavior of radio listeners to not switching stations during a broadcast may provide some insight as how to gain a competitive sales advantage.

Win More Sales By Better Qualifying Your Potential Customers Also Known As Prospects
Even in the best of times, sales professionals need to qualify their potential customers (a.k.a. prospects). When times are less than positive, this sales skill set is even more necessary. However, due to some in sales feeling desperate, they are investing their one resource that cannot be replenished, that being time.

How Being a Professional In Sales Will Directly Increase Sales
Is it just me or are a lot of sales professionals missing opportunities to increase sales because of their lack of professionalism? This thought occurred to me during a recent presentation at a business networking event and small business trade show exposition.

Service Professionals Can Increase Sales By Swapping the Elephant Gun for the Fly Swatter

How many times do salespeople especially those involved in services attempt to sell an elephant gun for a solution with the fly swatter would work perfectly fine? Too often in the quest to increase sales, companies forget about the needs of the customer and focus on their own immediate needs – filling their pocketbooks. What happens is the shotgun or what I prefer to call it the elephant gun to kill the fly approach.

How to Shift From Fat & Nice to Lean & Mean to Increase Sales
Have you ever considered that maybe one of the reasons for your less that stellar sales is because you are just too fat and nice? Read how by being lazy to not having enforced accountability, you may be your own worst enemy.

Action Sales Management Coaching
Have your people set specific goals and connect with them regularly to maintain accountability.

Towards More Reliable B2B Sales Forecasting And A Better Business to Business Sales Strategy

Why do so many sales forecasts bear a closer resemblance to great works of fiction than to reality? Why do “top opportunities” regularly slip and slide from month to month and then often disappear altogether? An erratic B2B sales forecast is a joint symptom of poor qualification and an inadequate business to business sales strategy resulting in a failure to get close enough to the key influencers or decision makers that can actually make things happen.

Sales Training Should Cost You Nothing, Nada, Zip
Are you researching the cost of sales training? What would you say if I told you that your efforts are in vain because sales training should cost you nothing? Interested? Read on about this different perspective.

Stop Selling Coaching, Just Let Your Potential Customers Buy You
Are you a business consultant, executive coach or sales coach? Do you have to sell your services before you can deliver them? How is that working for you? Maybe it is time for a different approach that can quickly increase sales.

Education Based Marketing the New Sales Paradigm for Relationship Selling
Are you engaged in the old paradigm of sales based marketing? Have you heard of education based marketing? If you believe in relationship selling and wish to increase sale, then you may need to change your sales paradigm.

Win More Sales By Losing The Chains of Spiel and Commonality
Are you chained to your sales spiel? Do your marketing and sales messages weigh down potential qualified customers (qualified prospects) with your rhetoric or commonality links? Learn how to lose these chains and win more sales.

How to Better Qualify Prospects to Increase Sales
Are you wasting a lot of time with tire kickers? Or have you thought that you truly did do your due diligence only to discover you missed something? Learn what actions you need to take to increase sales because you now know how to better qualify your prospects.

Increase Sales By Adopting Superman Or Superwoman Sales Beliefs

Faster than a speeding bullet, more powerful than a locomotive, able to leap tall buildings in a single bound are the some of the visual images that we have around superman or superwoman. To have super human strengths is something that most individuals want especially in sales when it seems that only super human actions will move those qualified potential customers off the dime. So what is a non superman or superwoman sales professional supposed to do?

Stop Spewing the Sale and Start Sharing Your Exceptional Value
Many in sales forget that telling is not selling. These busy professionals are working harder not smarter because they continue to spew their price, product or proposal instead of taking this approach that increased sales conversions and reduces sales cycle time.

Win More Sales By Thinking Like a NFL Team
Yes, winning in sales and in sports obviously have a lot in common. However, a recent statistic may provide even greater insight in that you may need to start thinking like a NFL team.

Why Most Coaches Are The Gray Suits in the Sea of Sameness
Google the word executive coach and you will find a plethora of websites. Given that executive coaching is still a growing industry, one would think that these coaches would have more business than they could handle. However this is far from the truth. So what is the real problem? If you are interested, read on.

How Too Many Coaches Are Marketing Using the Square Peg in the Round Hole Approach to Win More Sales
Are you an executive coach, business coach, leadership coach, change coach or even a sales coach who is using the traditional sales based marketing because that is why you know or how you were trained? How is that working for you? Do you feel that your marketing efforts are putting a lot of square pegs into round holes? Would you like a far easier way to win more sales?

Yes You Can Win More Sales By Breaking This Rule
Many sales professionals from their sales training have been taught this rule: Do not give anything away! You must be paid for your sales skills, your advice, your knowledge, your products or services. Guess what? Today you can break this rule and get paid even more. Interested? Then read on.

Professional Services Win More Sales by Educating Instead of Telling

Are you a professional service provider such as a lawyer, realtor, insurance agent, financial advisor, business coach, sales coach or executive coach? Would you like to win more sales while decreasing your sales to lead or sales cycle time? Then why not use your sales skills educate your potential qualified customers (a.k.a. prospects) instead of the traditional sales based marketing approach of telling them?

Great Salesmanship Combined with Great Authorship Will Increase Sales Results
Great salesmanship goes beyond having sales great presentation and sales skills. Sales professionals who are at the top are also sharing their knowledge by being authors. When salesmanship meets authorship, this combination multiplies sales results because you are engaged in education based marketing.

Feel Stuck? Hire a Coach
Harvard Business Review reported in November 2004 that annual spending on executive coaching in the United States was estimated at $1 billion. Since that time, the business of coaching has steadily gained in popularity and with any field that grows rapidly there are questions.

Sales Coaching - The Big Differentiator
What's the difference between great sales coaching and good sales coaching?

How to Become the A Plus Professional Salesperson Who Wins More Sales
Would you like to be the A plus professional salesperson in your organization that wins more sales? What does that mean for you? More money? More recognition? Greater peace of mind? So what do you need to do to become that person?

How to Win More Sales by Not Being Like Everyone Else
Everyone wants more sales. Yet, some sales professionals appear to be living Aesop’s fable of the Donkey and the Grasshoppers in their quest to increase sales.

How to Win More Sales Is by Knowing Where to Find the Best Help
Do you know where to find the best help to increase sales. Maybe it is time to learn rethink current actions to determine how to win more sales?

It Takes G.R.I.T. to Win More Sales
Remember the movie, True Grit? John Wayne played an over the hill U.S. Marshal who in spite of some character flaws displayed “grit.” Many professional sales people sometimes feel over the hill especially during difficult economic times. What would happen if you had some of that grit of U.S. Marshall Rooster Cogburn?

How to Win More Sales
Would you like to be the top or near the top sales winner? Can you imagine if you achieved this goal to increase sales, what would that mean for your business or even yourself?

Increase Sales by Selling Sustainable Solutions that Deliver Measurable Results instead of Benefits
Are you still selling benefits? Do you want to increase sales? Then consider selling sustainable solutions that deliver measurable sales results.

Increase Sales by Building a Comprehensive Profile for Each of Your Loyal Customers
Do you know your customers beyond the regular sales that they generate? Do you take the time to build a comprehensive profile for each of your customers? What would happen if you took such decisive action?

How to Write a Pre Approach Sales Letter that Delivers More Conversions
With email marketing campaigns to Internet landing pages now comprising a significant amount of the marketing budgets, some people have abandon the traditional, word processed pre-approach sales letter. Yet, taking this marketing and sales strategy may be somewhat short sighted.

Increase Sales By Harvesting Instead of Farming
Are you a sales professional who harvests or one who continues to farm all with the goal to increase sales? What makes more sense?

Increase Sales By Discovering the Facts, Just the Facts
The ongoing quest of "How to increase sales" is never ending since mankind first began peddling his or her products or services. To realize this goal to increase sales must include the sales skill of fact finding or in simpler terms – research.

What Fork Will You Take to Increase Sales?
Successfully increasing sales whether you are a small business owner including a real estate agent to a mid size firm requires you to continually make decisions. The consequences of those decisions will ultimately determine your success or failure as you strive toward your goal to increase sales.

Increase Sales By Energizing Your Message
You can’t bore someone into doing business with you were the words uttered by David Ogilvy, advertising giant and direct marketing advocate. So the question is how is your message creating energy?

Keep Your Word, Be Reliable, if You Want to Achieve the Goal of How to Increase Sales
Do you know what makes your customers buy from you? Do you think it is your price or maybe your extensive product line? You may be surprised by the answer.

You can't build business “thinking” about it
If your sales are not where they need to be, what are you doing about it? What is the problem? Why are they not where they need to be? Stop thinking about it, figure it out, find a solution and move forward. Plain and simple enough, don't you think?

How to Increase Sales Is By Keeping Head on the Challenge, Heart on Prize and Hands in Action
How many times in sales are we so focused on just the prize that we forget about the challenge or challenges preventing us from sales success? Knowing what the prize is that being an earned sale, is important. Yet, we must not forget to make sure that all of our actions are aligned both to that prize and challenge.

The Sales Number Game Continues
Sales is about numbers. How many people you touch, how much you sell and how many dollars you make are just a few of the critical numbers that sales professionals need to know. No matter what is said about numbers they remain part of what is, is. So the question is “How well do you understand the numbers game?”

The 3 - 4 Letter Dirty Words That Keep You From Your Goal to Increase Sales
In life there are numerous 4 letter dirty words. Have you ever considered that in sales there exists specific words that you avoid and probably affect your ability to increase sales?

Want to increase sales? Think Halloween
Soon little goblins and witches will be knocking on doors; holding out their hands or bags; and asking "Trick or Treat?" So what makes them any different than you as a professional sales person?

How to Be a Sales Mentor
The role of a sales mentor can be very rewarding. Here are five concepts to make sure you are clear on before you begin the relationship.

7 Deadly Mistakes in the Sales Process
Great sales people really don't sell at all, instead they get their customers to buy. We all love to buy, but few of us love to be sold to. When will we understand that? Today I want to share with you 7 of the most deadly mistakes most sales people make.

How to Be a Sales Coach

My belief is that all sales representatives should be coached on an ongoing basis. It is a form of mentoring that enables ongoing dialogue between the manager and the subordinate so that feedback on performance doesn't occur only when there is a problem. Nor should it occur and only one time of the year-the performance review. Moreover it allows for excellent sales work and customer service to be recognized, supported, exploited and then finally conveyed to others.

Sharing leads amongst salespeople - does it work?
Giving leads to your sales people

How does a Sales Manager teach people to sell their product without giving away the farm?
Are you and your sales people selling on value for money or price. Here\'s how to sell on value

How to take advantage of the change in the employment market when recruiting for new sales staff
How to take advantage of the change in the employment market when recruiting for new sales staff

I have a few exceptional sales people in my team, and if they left for whatever reason, the department would really suffer. What is the best way to retain top quality sales people?
If you have a few exceptional sales people in your team, and if they left for whatever reason, the department would really suffer. What is the best way to retain top quality sales people?

Cold Calling Does Work – Have You Tired It Lately?

While the world goes crazy emailing – maybe we should try something different. How much email do we get all day long from everybody. To much might be the right answer. How much email do we read? Little if any? How much of it is relevant to what we do? To our business? Come to think of it, when was the last time some one actually cold called on us? When was the last time we actually did any cold calling? Could it be that we just might get in to see that person that we never can get to respond to our emails simply by stopping by? Could it be that we just might get someone on the phone just by calling them? Even though they never return our emails. Why don't we give it a try?

Why Do I Need A Coach?
Have you addressed these questions. 1. Is fear of failure holding you back from real success in all you do? 2. Are you holding back making decisions because you might be wrong? 3. Are you afraid of taking the risk because you might look bad? Or it might cost you a great deal.

Why You Need Ron Paul On Your Sales Team
Yes, you need a Ron Paul on your sales team; in fact you need a whole sales team full of ‘em.

5 Sales Coaching Advice that will Help Increase your Sales

If you are presently employed as a sales agent, then you are probably aware that one of the most efficient ways to produce the topmost amount of sales is to go through sales coaching. Even if you are an entrepreneur, you also need sales coaching because selling is the most crucial task of an entrepreneur. If you cannot sell, then stop thinking about owning a business. Now for you to boost your sales through sales coaching, you must put into deliberation the following advice:

4 Deadly Sales Training Blunder You must Avoid
In the game of trying to produce sales for your business, there are four blunders that you must avoid by any means necessary. These four major sales training blunders have caused a lot of sales reps, sales managers and entrepreneurs to fail. Do you want to know what these sales training blunders are? Then read on.

Why you need Sales Training to Succeed in Business

Sales coaching is extremely useful in the field of business because it allow sales teams to achieve better performance and optimum results when trying to generate sales. This is considered to be extremely significant in the sales industry as it has been studied that about eighty-seven percent of the skills that a sales person obtained during a training program will be lost within just thirty days of having no systematic and on the job sales coaching. This means that the learning process should be continuous, so as to ensure that the skills of sales professionals are better honed. It has also been proven that a sales training without formal coaching is not an investment but a cost liability.

Top 5 Tips Of Successful Sales People
What makes an average salesperson different from the rest? We think there are 5 main reasons!

Sales Coaching - Are Sales Managers Any Good at This Function?
I've written extensively about sales coaching before. Yesterday, a fairly typical day, I coached 4 different sales experts and 2 clients on how to more effectively coach salespeople and sales managers. I have noticed that most sales managers believe that they're fairly good at coaching when, in reality, most of them are very ineffective at it. Why?

How Would You Start A Coaching Business?
These days, coaching seems like the way to go. There are new professions linked to coaching: sports coaching, online coaching, personal coaching, fitness coaching, spiritual coaching, business coaching, Solutions coaching and life coaching.

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