|
|
| Sales Management Information |
|
|
Poor Performance - Fix it by Coaching
Coaching is about finding out the cause of poor performance or behaviour and discussing with the team member how to put it right. The team member might respond immediately to coaching and improve the situation. However the improvement wont always be permanent and you may have to do further coaching. When I suggest this to some managers, they see it as some kind of touchy-feely softly-softly approach. Let me assure you right now - it's not! It's about telling the team member what part of their behaviour you are unhappy with, listening to what they have to say and agreeing a way forward. The goal is to achieve a change in behaviour that the team member is committed to and helps you achieve your outcomes. Coaching benefits Think of a time when somebody, a teacher, parent, boss, - coached, taught or encouraged you get better at something. When I ask this question on a seminar I get responses such as - "I felt good - inspired - motivated - pleased - confident - want to do better." This is what you are aiming for in your team 1 More productive behaviour - The first objective of coaching is to resolve the poor behaviour. If it's done properly then that's what you'll achieve. However there are other benefits. 2 The team member knows what's expected - Coaching allows you to make it very clear to your team members what is expected of them. Many mangers fall into the trap of "assuming" that the team member knows what's expected. This is the cause of many examples of poor behaviour. The team member did not know - "reports had to be submitted by the 15th of the month." They did not know - "they could give the customer their money back." Didn't know - "they had to be on time for the meeting." Coaching allows you to calmly and clearly, make clear what's expected. 3 The team member is motivated to change - The only real motivation is internal motivation. Coaching allows you to create the environment where the team member makes the decision to change for themselves. This means that they're more committed to the change and it's more likely to happen. It's also easier on you because you don't have to "drive" the person to make the changes. 4 They know you care - If you coach, in the way we're coming on to look at, your people will see you as supportive and understanding. They'll know that you are not just "picking" on them and that you are looking for a win-win situation. 5 It ensures a happy and motivated team - That means better results, you achieving your outcomes and there's much less stress all round. 6 Less warning interviews - If you coach poor behaviour as and when it occurs then you are likely to have far fewer warning interviews. The manager who ignores poor behaviour, lets the situation build up and then finds himself in the 'warning' situation. Discover how you can generate more business by motivating your team! Alan Fairweather is the author of "How to get More Sales by Motivating Your Team" This book is packed with practical things you can do to get the best out of your people . Click here now http://www.howtogetmoresales.com http://www.alanfairweather.com
Sales-Management - Google News |
|
|
|
Careers and Employment How to Beat the 80/20 Rule in Sales Performance -- Part 2 Another key reason why companies suffer from 80/20 performance is their processes for hiring, training and managing salespeople rely almost entirely upon subjective information. Think about it: What are resumes? They are an individual's subjective portrayal of their capabilities and experiences. The Art and Science of Managing Expectations in Selling It is very easy to fall into a trap with the customer by extending offerings beyond that of what the company infrastructure is able to supply in a reasonable timeline. Discounting Your Way Into Sales Oblivion I don't even like saying the word d---------g. I have literally obliterated it from my dictionary with a black marking pen. I'll bite my tongue until it bleeds, before I say the word. How We Build a 90% Failure Rate into the Sales Process I recently began doing training in the banking industry. Across the board, successful bankers close between 2% and 6% of the prospects they call on, starting from their first prospecting call. Not Enough Fresh Sales Leads? Marketing is the New Sales Your sales are down and leads are rare. The phone's not ringing. Let's blame marketing! Keeping Your Sales Team Motivated Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem. Most managers do things to de-motivate salespeople without even knowing it. Whats a Professional Sales Manager? I was in the depths of a major depression. As a third year salesperson with a good company, I was doing well, and was on my way to becoming the top salesperson in the nation for that company. But business had slowed down a little, and I did not have my usual number of proposals out for consideration. So, I wasn't as busy as usual. As my activity slowed, I began to worry. My doubts increased to the point where I had thought myself into a real depression, stuck on the question of "What's the use of trying?" The more negative my thoughts became, the less energy I had. My lack of energy led to fewer and fewer sales calls, which of course, led to less activity. And that led to more depressing thoughts. I was caught in a powerful downward spiral. Franchise Sales; Recruiting of Laid Off Employees Because of corporate downsizing, many people have been laid-off or voluntarily taken early retirement packages and/or incentives. This happens when times are good due to mergers and acquisitions or when the economy is in the dumps and corporations are working to cut payroll costs. Almost all of these people have absolutely had it with corporate life; they feel burned and unappreciated. They realize that there is no such thing as job security. If a franchiser sales team gets the lead in time, they may still have good credit. If not, these laid off employees will have spent their savings on family crisis type emergencies and day-to-day living expenses. They will have either taken a job for less pay somewhere else out of necessity or be in a line of work totally foreign or unrewarding. Once this happens, they may no longer be in the market for a franchise. Back-to-School List - 10 Tips for Trade Shows There's a new year beginning now - the school year. Whether you have children attending for the first time or finishing university, it's always hectic to get into the back-to-school routine. And, if you don't have school in your family, there might be your own remembrance of the excitement of starting afresh and learning something new. Promoting Your Private Label at Industry Trade Shows So everyone thought you were crazy when you announced 6 months ago that you were quitting your "real job" in hopes of chasing starting your own Private Label Clothing Line. Your house is a disaster, blank shirts and line sheets everywhere, your living room has been transformed into a makeshift production lab. You've bled and sweat, investing every last of ounce of time, effort and inevitably?your life savings. At last, you are first sample line is complete and your line sheets are nothing short of spectacular. Congratulations! But wait?better take a deep breath as the real work has only begun. What next? Outsourcing the Sales Function Small to medium companies that want to increase sales or profits and find it is possible to outsource sales should - do it! At this point most business owners and executives either become overwhelmed with doubt or fear. Transforming Your Sales Force by Creating Specific Expectations I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and were earning healthy incomes. His problem was that he could not get them to do what he wanted them to do. Here's the example he shared. Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them 1. LOOKING for a "quick fix" to close more sales sales aren't closed, they're opened. Leadership - How To Turn The Vision Into A Reality Be clear about where you are now. Audit your strengths and areas for development Online Sales: Secret To Increase Your Sales By Bundling Your Products Microsoft has used this online sales secret to become a giant, and the greatest software company in the world. Business Career, Executive Coaching Article - Perfection vs. Excellence "(Howard) Hughes never learned how to convert his knowledge to practical application. Instead he sought a perfection that assured failure." - From Empire: The Life, Legend and Madness of Howard Hughes by Donald L. Bartlett & James B. Steel The Boss from Hell: Quick to Criticize, Slow to Praise So you have a boss who dumps all over you the moment things go wrong, but never seems to notice when things go right. Ouch. Shorten Sales Cycles in Complex Sales Environments Help buyers discover the answers they need to understand and align all of their decision variables. Increasing Business Through Distributors You're a small company with a good product. You are confident that the product can sell, but you don't have the financial resources to hire a team of fifty salespeople to market and sell the product for you. You also don't have the staff resources to support those that purchase the product. How do you make your good idea and good product create success for you? Sales Marketing: 12 Sneaky Tricks To Help You Outsell Your Competition Business can be like war sometimes.
|
| home|Sales Training|Telesales Training|Site map | 
|
© 2006 www.elearn-university.org |
