Coaching Salespeople Into Sales Champions

Although your old life contains many memories you may wish to forget, you must remember the determination and commitment you always brought to your work. Your desire to succeed first manifested itself at a very young age, but unfortunately your environment did not offer you opportunities to use your good qualities in a positive fashion. However, today, in the field of sales, the same determination that allowed you to succeed in the world of crime can also allow you to excel as a salesperson.

I worked with five sales representatives and trained them in how the sales could be improved by focusing in the customer needs first and then selling additional products. Also, I contacted suppliers to arrange team training sessions to increase knowledge on the most profitable store products. Further, I decided to share the last day sales report with the team and set individual sales goals for the day to help the team to visualize a short objective. In addition, I promoted team collaboration by assisting team mates during sales transactions. Also, I talked to the store manager to reward the week’s top sales representative with two hours of paid time off. As a result, the team was committed to serving customers and to meeting the store manger’s expectations for improving store sales.

Vice versa, studies have shown that “servant leadership values held by sales managers have a significant effect on salesperson values about customer interactions, ultimately affecting salesperson performance” (Jaramillo, Grisaffe, Chonko, & Roberts, 2009). Thus, we can conclude that servant leaders play a key role in the improvement of sales revenue.

Last Tuesday in class, Tom James came in to provide insight on Sales Management in their industry. The presentation was unique, because they brought in a Sales Manager and a Sales Professional in Paul and Manny. Their perspectives on how to manage a sales team as well as preform as a sales professional was a perfect balance of knowledge, because it gave a real world example on our sales studies.

There is a phycology behind selling. In the article The Phycology of Selling, by Brian Tracy and Michael Tracey, they speak about the salespeople and what they do to become successful. They explain the 80/20 concept which states that twenty percent of the people make eighty percent of the money. They also expand on it by explaining how people become successful. They say that if one sets a goal and works to achieve it will eventually become true. Furthermore they say that self-confidence is a strongly necessary. To have confidence and believing in oneself is the way to succeed.

Having a positive mindset will make you become a winner in your sales. What you say to yourself has such a huge effect on how your performance of sales will turn out. Your belief system will either determine a positive attitude about your success or a negative attitude. What you say and think about your sales success is very powerful and can have an affect on your confidence as a whole. Your thoughts can and will set you up for failure if you let them. Some ways to sell more is believing in what you are selling. Making a goal of how many sales you want to make that day and positively envisioning yourself reaching that goal. I have watched so many people fail

My future goal is to be promoted as a District Sales Manager. This position comes with a salary increase and an enhanced bonus structure. As a District Sales Manager, you become accountable for your team and the goals set by your Area Sales Manager. All aspects of the business are scrutinized for efficiency, and challenged to find creative ways to grow revenue. The most important part of becoming a Sales Manager is to become a great leader. Lead by example, share your strengths, and challenge your team to execute with excellence. To achieve this goal in the future, I will need to improve on my

Close more sales and bigger deals with a training series designed specifically for partner sales reps. The Challenger methodologies and business use cases are proven and effective tools for increasing sales.

Just as the Dare to be Different! program breaks from shopworn sales techniques, The Eight Greatest Sales Secrets in the World breaks from the tradition of typical how-to sales manuals. Instead of merely repeating what I say in one of my workshops, I have chosen to share the essence of my Dare to be Different! program in a fictional story – a story that teaches and demonstrates while it also entertains and becomes emotionally involving. But make no mistake, while the book is work of fiction, you’ll find that it has the unmistakable feel for real life. That’s because the hero, Ray Dungee, in on a journey that most salespeople are intimately familiar with. It’s a journey filled with puzzling questions, daunting sales challenges, intense moments of frustration and self-doubt, and a burning desire to break through and achieve real and lasting sales

In reviewing Ziglar On Selling: The Ultimate Handbook for the Complete Sales Professional, many lessons were learned that range from maintaining balance in one’s life to the importance of building trustful relationships. As per the advice of Ziglar, a “pretest” and “posttest” were taken that produced scores of 90 and 100, which means the lessons learned had an important impact on this writer (Ziglar 1991, xi-324). Subsequently, building a list of customers (especially “female customers” who hold the majority of “spending power”) requires that the salesperson establish a “network” based on “centers of influence,” in which sales are made using the “radiation method” combined with “technology” (Ziglar 1991, 1-48). Of course, accomplishing this requires that the salesperson establish “trust and dependability” among his or her customers through the use of “active listening skills,” “Communication, Observation, and Dedication” (Ziglar 1991, 1-48). However, becoming successful in these aforementioned skills mandates the reduction of “call reluctance anxiety,” which means lessening the “anxiety of financial burdens” combined with projecting a positive transference of feeling to the customer (Ziglar 1991, 1-69). In essence, this process entails helping others “get what they want” by completing the following sales process: 1) “Prospecting,” 2) “qualifying,” 3) setting “appointments,” and 4) “closing the sale” (Ziglar 1991, 49-69). At the same time,

Due to the lack of training with new hires, this has caused a decline in sales due to lack of knowledge and experience. The following four week program will prepare all new sales employees to be able to be confident and efficient on the sales floor. Week one will include an overall introduction to the program. Week two will teach the new hires all products (living room, bedroom, mattress, dining room, office, accessories, and etc.) the company offers. Week three will breakdown all of the financing programs and how to run the PLH system to create cash sales and contracts. Week four will allow the new hires to put what they learn and work the sales floor with guidance of their superior.

The managers of the sales department oversee all the crucial activities of the organisations. Sales managers and directors are responsible to manage the work force that is facilitating transactions on the front line with the customers. Therefore, a leadership skill in the sales managers and directors is a crucial aspect and helps the sales managers in motivating the team to with the ability enhances the skills of the teams and to inspire high performance and commitment from

The comparison of the interviewees’ answers clearly illustrate how different two business to customer sales manager positions can be. Both managers oversee sales directly to customers, but do so from a different platform, by receiving prospect leads from two completely different sources and with entirely different compensation plans. Both managers were similar, in the sense that they both had to develop their coaching and managing skills. As they moved up the ladder from sales person to sales manager, their responsibilities shifted from measure of ones performance to a group of 18 and 70 people

What is the one thing that all for-profit companies have in common? They must generate sales of their products or services to survive. In order to accomplish this, most companies have a team of sales representatives driving themselves and each other to win the confidence of clients. But just like every sports team needs a coach, every sales team needs a strong and knowledgeable Sales Manager to be successful.

The next stage in the personal selling process is approaching the prospect. This means actually having an initial first meeting with the prospect for the first time, face-to-face. (Personal Selling, pg.136) Like most things in life, “Practice Makes Perfect”, and in this particular case, this statement holds true in that the more a sales representative practices and rehearses their sales presentation, the better. Practicing and rehearsing one’s presentation assist sales representatives in