- As a sales manager or coach, you are pushing a rock up a hill if an individual doesn’t buy into the change required to improve underperformance. And getting improvement isn’t as easy as creating awareness of the problem. This RevenueForce blog post explores several elements of the process necessary to address why a salesperson doesn’t improve.
–Can you Improve the Business Results of Your Under-Performers?
- Getting an employee up to speed requires an inspired and organized process from the company, and it also requires a similar commitment from the new hire. The employee needs to do certain things to be successful, and the employer can help position him or her to make those steps happen.
–Onboarding: What Does the Employee Owe the Company? Part 1
- Onboarding can feel like a complicated process. Having an organized, yet customized, approach to training new employees has become a vital part of sales success. This blog post offers details on how you can set up your process to maximize effectiveness.
–An Organized Approach to Navigating the Onboarding Process
- If you’re headed for a big ocean wave, getting on your board effectively is crucial to your surfing success. Implementing effective onboarding practices when bringing on a new employees make a big difference in how well your business does, too. This blog post (the first in a series) offers practical insights for bringing new hires into your team successfully.
–Onboarding_What Does Company–New Employee Owe
- How can we to apply author John A. Jensen’s lost-and-found approach to the profession of selling? RevenueForce principal Scott Anderson’s latest blog post offers some useful approaches to common sales setbacks.
–Lost and Found
- Is experience always a predictor of sales success? Or are there other factors one needs to consider in positioning one’s team to maximize productivity? Training and attitude should weigh heavily also, and this blog post by Scott Anderson explains why.
–I Have a Seasoned Sales Team
- Does it take skill or will to be a good salesperson? This article discusses how your less skilled team members might be your top performers.
–”Is Top Performance Effort or Skill?“
- Plenty of obstacles exist in selling to executive-level contacts. Make sure you’re not adding any of your own making. This Huffington Post column will help you ensure your mindset isn’t holding you back.
–”I Love Selling to the Executive-Level—Not!”
- What percent of the time do you talk vs. listen to a prospective customer? Click on the following link to read the article and learn about the basic skills you can utilize during prospect meetings:
–”Shut Up and Listen“
- In this article, Scott Anderson shares why personal integrity is crucial for building trust with your customers. Click on the following link to read the article:
- In the article, Scott Anderson shares a personal story which will make you think about what things are really important in your life. Click on the following link to read the article:
–”Are You Sleepwalking Through Life?“
- In this article, Scott Anderson describes the varieties of sales cultures within an organization and how the environment sales managers create might affect the success of their sales team. Click on the following link to read the article:
–”Have You Created an Opt-In Culture“
- In this article, Scott Anderson describes the characteristics of sales managers for three types of coaching skills. Click on the following link to read the article and determine how your reps perceive your value as a coach:
–”You Can Determine What You Value by Where You Spend Your Time“
- Do you know what the best practice is regarding sales effectiveness for your organization? Click on the following link to read the article:
– “What Does ‘Good’ Look Like?”
- In collaboration with Baker Tilly, RevenueForce LLC is introducing a new white paper entitled “Win the Sales Performance Game” (Coach your “B” and “C” reps to sell like your “A” reps).
– Click here to download a copy of the white paper.
- Scott Anderson, Founding Principal of Diamond Performance Solutions and RevenueForce, will be a featured presenter at the 2015 AA-ISP Leadership Summit.
– Click here for details on the Summit and information on registering.
- Our business partner, Baker Tilly, LLP, has written an insightful white paper: “Sales effectiveness: Unlock your sales team’s potential for growth.” In this paper, they highlight mistakes companies make while investing in their sales teams with the hope of driving performance improvement.
– Click here to sign up for the white paper.
- RevenueForce CEO Scott Anderson shares a personal experience with molding character to keep a positive attitude when experiencing setbacks in June’s Huffington Post blog: “I Will Give You Something to Cry About.” Click on the following link to read the article:
– “I Will Give You Something to Cry About“
- Coming soon: In a new white paper, RevenueForce explores a study regarding sales effectiveness that was presented at the American Association of Inside Sales Professionals (AA-ISP) conference in Chicago in April.
– Click here to sign up for the white paper.
- RevenueForce CEO Scott Anderson discusses how beauty can be found in imperfection in May’s Huffington Post blog: “Flaws Are Perfect.” Click on the following link to read the article:
– “Flaws are Perfect“
- RevenueForce provides content for SalesFitness. This innovative company exploits mobile technology and the best of online learning principles to disrupt and revolutionize the sales training paradigm. Click on the following link to view the first video in the series:
– “Know Your Ideal Client”
- View the first in a sequence of training videos facilitated by Scott Anderson of RevenueForce. Click on the following link to view the video: Scott Anderson Training Video #1
- View an excerpt of a RevenueForce sales training video which deals with an account “infected” by the competition. RevenueForce Deals with the Competition
If you are a sales manager reading this, I would ask you to look at your calendar for the last two months and determine where you are spending most of your time?
· Problem Solver/Administrator % time
· Business Resource % time
· Strategic Coach % time
How much time have you blocked off for one-to-one coaching with your lower performers based on your calendar?
Back to the client I introduced in the beginning. Regardless of our recommendations, the company’s sales managers were still only spending approximately 20 to 25 percent of their time in the field coaching as a Business Resource. During a training session in which I was trying to encourage them to spend more time in the field coaching their teams, I wrote down the following statement: “You can determine what you value by where you spend your time.”
If you think about it, it really is a truism! If I believe in coaching my sales team, I will spend time coaching. If I believe in staying healthy and in good shape, I will spend time exercising. If I believe in continuous improvement, I will spend time learning and reading up on new insights.
But the most important key I learned from writing that down was how impactful it was for me personally. You see, at the time of that reinforcement session, I was on a business trip, like I had been most of this year. My wife jokes that I have been home less than 25 percent of the time. Part of that is planned (I lived in Minnesota and preferred to be away as much in the winter as possible) and part of it was by necessity (numerous new clients needed my help).
In conclusion, just like my realization that I needed to spend more time at home, my hope is that somehow sales managers realize that their teams need them to step up. They need to spend more quality time coaching their teams to performance improvement. At a minimum, be that Business Resource.
Question: Are you spending your time on what your value most? Provide an example.
Scott Anderson is a founding principal at Diamond Performance Solutions LLC and RevenueForce LLC. He is co-author of the book Reignite- How to Rekindle Your Passion for Selling. Scott spent his entire career-more than twenty-five years selling, managing salespeople, and providing sales consulting, training, and coaching to some of the biggest and best sales organizations in the world. He has worked with leading organizations including 3M, IBM, Cargill, UnitedHealth Group, Carlson Companies, Andersen Windows, Wells Fargo and The Hartford. He has authored numerous articles on sales effectiveness. He resides in the Twin Cities of Minneapolis/St. Paul. Office Number 612-961-1778 email: email@example.com