Two recent announcements show growing interest in developing and coaching sales people, as well as the need for sales managers to reallocate their time to not only complete their own tasks but also help their sales people improve their performance. Included in Sales Dot Two Inc.’s announcement of the agenda for its upcoming Sales Performance Management Conference is mention of a Sales 2.0 Impact Survey showing “that the number one challenge for B2B sales leaders this year has been training and coaching.” And, from CSO Insights 5th Annual Sales Management Optimization study we find that “The best-in-class companies’ managers spend less time selling and more time coaching. And they focus their coaching less on specific deals and more on their reps’ development using metrics, not hunches, to do so.” Based on my experience working with first line sales managers, I have included tips for refocusing sales mangers time for specific coaching and development areas: http://www.thenarogroup.com/tngwps/wp-content/uploads/2012/07/TNG_Refocus-Sales-Managers-and-Drive-More-Revenue.pdf.
Posts Tagged ‘critical selling skills’
August 28, 2013
Coaching and Developing Sales People Trending as Focus
July 9, 2013
Linking Sales Training to Revenue Growth
I read an interesting CareerBuilder.com report linking stalled revenue growth to the lack of formal sales training. While 35% of the companies surveyed for the report say they missed their revenue goals, 55% of sales leaders said they spent $10,000 or less annually on sales training. The conclusion of the report is that company’s need to invest more in training on critical selling skills. While I agree with the conclusion, my experience has been that company’s first need to remove several barriers to leveraging their investment in sales training. I’ve outlined those barriers and how to deal with them in the following article: http://www.thenarogroup.com/tngwps/wp-content/uploads/2012/07/TNG_Linking-Sales-Training-to-Revenue-Growth.pdf.