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    Super-Charge Your Sales Team: A Sales Manager’s Guide to Effective Coaching
    Super-Charge Your Sales Team: A Sales Manager’s Guide to Effective Coaching
    Super-Charge Your Sales Team: A Sales Manager’s Guide to Effective Coaching
    Ebook34 pages49 minutes

    Super-Charge Your Sales Team: A Sales Manager’s Guide to Effective Coaching

    By Robert J. Weese

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    About this ebook

    Are sales cycles getting longer and prospects failing to buy? Is constant discounting of the price eroding your profit margin? Are your sales people busy but not effective because they are focusing on the wrong activities? Are changes needed but you are not sure what to do?

    Selling has been compared to sports for years. So much so, that sales people are called the elite athletes of the business world. Why? Both professions are performance based, and their incomes are tied to their ability to consistently over achieve.

    Just as professional athletes need advice from expert coaches to achieve peak performance, so do sales people. As a sales manager, you are your team’s coach, and the better you are at coaching, the more successful your sales team will be.

    Will making an investment in your coaching skills really help? Absolutely! Leslie Schumacher of Talent Bits & Bytes reports that salespeople who are coached daily outperform other salespeople by 30%! Also, salespeople receiving ineffective coaching averaged only 83% of goal attainment, where as their performance rose to 102% when they then received effective coaching. “Coaching is a powerful tool that managers have at their disposal to improve the capability of their sales teams and that it should be a priority for developing sales talent”. (Harvard Business Review).

    Most sales managers would agree that coaching their sales teams is key job function contributing to their success, however few know how to do it properly. In fact, according to studies, only 7% of sales managers were found to be effective at coaching without training.

    This ebook looks at the key coaching activities necessary to build stronger sales teams and reach revenue goals. It’s written by Robert J. Weese, a professional sales coach with a proven history of helping sales teams reach record revenue growth. Robert, a former competitive fencer, has decades of experience working with high performance athletes, and he knows the parallels between success in sports and success in sales are rooted in the same framework. This book contains the information and the tools needed to improve your coaching skills and have an immediate positive effect on your sales results.

    Do you want to be a better sales manager? Then you need to be a better coach. This ebook will show you how.

    - "I love your coaching services Bob. You are a top pro and everything I learn I love knowing it will be practical and make sense going forward."
    - “I increased my average sale value by 20% and almost doubled my closing success thanks to Bob’s sales coaching
    - "Bob, I wanted to let you know that the sales training session I had with you this morning was the most valuable one I have ever attended."
    - “Hey Bob, I really enjoyed your session this week. I like that it’s so customized to exactly what I’m struggling with.”
    - “Bob has helped our firm tremendously and is my go-to guy for sales.”

    LanguageEnglish
    PublisherB2B Sales Connections
    Release dateFeb 4, 2019
    ISBN9780463683583
    Super-Charge Your Sales Team: A Sales Manager’s Guide to Effective Coaching
    Author

    Robert J. Weese

    Robert J. Weese, a founding partner of B2B Sales Connections, an online sales training website with free sales resources, a specialized job board & free resume listing services for business to business sales professionals. He specializes in connecting companies with independent sales agents within the United States and Canada. Robert has helped companies develop networks of sales agents through the implementation of a sound recruiting process, training programs and ongoing channel management strategy. He has over 30 years of sales & executive sales management experience. His career includes selling business technology, broadcast advertising, software, training and consulting. He has led a Fortune 500 sales channel of sales agents to major success and has a proven track record of helping SMB's increase their sales success. He has written the book, How to Find, Recruit & Manage Independent Sales Agents, coauthored Quick Sales Tips, as well as numerous published articles. He is also a member of the Ajax Pickering Board of Trade, as well as an Advisor for the Spark Centre for Innovation. An entrepreneur at heart, he has traveled throughout North America building and training sales teams. A professional broadcaster, sales trainer, fencing coach and Toastmaster, he delivers entertaining and informative seminars & speeches and has created powerful tools for teaching companies and sales people winning methods. Bob's philosophy: Success by making others successful first. What people are saying about Bob: - "This fast-moving, practical book, based on years of experience, shows you how to leverage and multiply the sales potential of your products and services, selling five and ten times as much as you ever thought possible." - Brian Tracy – Author, Ultimate Sales Success. - "Bob has written a comprehensive guide which offers the reader a complete review of how to select, manage and motivate independent reps. He provides proven exercises, forms, and templates to equip interested sales managers with the necessary tools to run their own successful sales agent program. This book is essential reading for anyone interested in the independent sales rep business model." - Allan R. Lambert, CSP Billiken Group, LLC

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      Book preview

      Super-Charge Your Sales Team - Robert J. Weese

      Super-Charge Your Sales Team – A Sales Manager’s Guide to Effective Coaching

      By Robert J. Weese

      Published by B2B Sales Connections Inc. at Smashwords

      Copyright © 2018 by B2B Sales Connections Inc. All rights reserved. No part of this book may be reproduced or transmitted in any form, by any means (electronic, photocopying, recording, or otherwise) without the prior written permission of the publisher.

      Discover other titles from Robert J. Weese and Susan A. Enns, Managing Partners of B2B Sales Connections at http://www.smashwords.com

      This ebook is licensed for your personal enjoyment only. This ebook may not be re-sold or given away to other people. If you would like to share this book with another person, please purchase an additional copy for each recipient. If you’re reading this book and did not purchase it, or it was not purchased for your use only, then please return to Smashwords.com and purchase your own copy. Thank you for respecting the hard work of this author.

      Table of Contents

      Are You A Sales Manager or A Sales Administrator

      Know your KPI Ratios - You must know them for each rep as well as for the team

      Using GAP Analysis to Predict Your Results

      Anatomy of a One-On-One Coaching Sales Meeting

      Lead Generation Tracking

      How to Coach Remote Sales People

      Performance Improvement Plan

      Final Thoughts

      About the Author – Robert J. Weese

      Are You A Sales Manager or A Sales Administrator?

      There are two roles for every sales manager; one is the corporate responsibility you hold which includes the management and administration of the sales department. For most sales managers this is the office job.

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