Coaches: Do Your Sales Skills and Behaviors Adversely Affect Your Goal to Increase Sales?
Coaches: Do Your Sales Skills and Behaviors Adversely Affect Your Goal to Increase Sales?
Scenario One
Imagine you are at your desk. The phone rings. You, as the sales coach, executive coach or business coach, decide to let voice mail take it because caller ID indicates caller unknown.
What did you do? Possibly, you checked voice mail right away (this is a behavior) and heard the following message: Hi, this is Tom, give me a call, I:
* Read one of your articles
* Came across your website
* Would like a free coaching session
Your behaviors might have been to:
1. Look at your schedule
2. Review your to do list
Then you made a decision this was not a urgent call to return and your behavior was to place it in your Not Urgent-Important pile or even Not Urgent-Not Important pile. You possibly think that if he was a real interested potential customer (a.k.a. prospect) he would have at least left his company’s name or have asked for an immediate returned call.
Your behavior (action) of putting it in the one of your to do files may have just doomed your goal to increase sales. By making a judgment based upon a voice mail can cost you increased revenue.
If you have a values statement within your strategic action plan, you possibly just violated it. Does your values statement make any reference to customer service, honesty, integrity, being responsive or accessible, doing what is right, etc. Did you ever think that individual who left you a voice mail was just checking you out to confirm if you were a person of integrity and looking to how well you demonstrated excellent sales skills given that you have identified yourself as a sales coach?
Scenario Two
You are working with someone within your sales process with the goal to earn the sale. As you have already decided to embrace an education based marketing approach, you give your qualified potential customer a complimentary sales assessment ($750 value). He takes the assessment and you invest 1.5 hours to debrief him.
Then he requests that you speak with the VP of International Sales as this person is part of the decision making process. The two of you connect and forward progress is made once again on your way to earn the sale. You also need to give this person the same assessment.
Within 2 hours after ending the conversation with the VP, you send off the email for this complimentary assessment. Then you send a quick email with your original contact updating him of what happened and the next steps in the process.
One week later you still have not received the completed assessment. Instead of sending another email, you call your first contact, the General Manager. He informs you that the VP never received the email. You promise to re-send the email and cc the general manager on the email. The General Manager thanks you for your personal follow-up and by not relying on email. He shares with you this is the type of behavior, values and sales skills he wants all his sales people to demonstrate.
Sales Coaching Lesson Shared: Scenario One did happen to me and I did return the call within 15 minutes after receiving the voice mail. I was on my cell phone when the call came over my land line. The call was from the General Manager cited in Scenario Two of a multi-million international company who was seeking sales training. Had I made judgments from not returning phone calls to relying only on technology, I potentially would never had the opportunity to develop these relationships and probably would have lost the opportunity to continue to earn this sale.
Your judgment or decision making process is literally the why behind the hows of your sales skills and behaviors. Remember, as you judge or make decisions about others so are you judged. The bottom line question is can you afford someone negatively judging you if your goal is to increase sales?
Coaches Do Your Sales Skills and Behaviors Adversely Affect Your Goal to Increase Sales - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Does your coaching practice need to increase sales? Have you consider how your sales skills and the respective behaviors as a coach are directly tied to your ability to achieve this goal? Here are two (2) quick case studies that demonstrate this statement.
Scenario One
Imagine you are at your desk. The phone rings. You, as the sales coach, executive coach or business coach, decide to let voice mail take it because caller ID indicates caller unknown.
What did you do? Possibly, you checked voice mail right away (this is a behavior) and heard the following message: Hi, this is Tom, give me a call, I:
* Read one of your articles
* Came across your website
* Would like a free coaching session
Your behaviors might have been to:
1. Look at your schedule
2. Review your to do list
Then you made a decision this was not a urgent call to return and your behavior was to place it in your Not Urgent-Important pile or even Not Urgent-Not Important pile. You possibly think that if he was a real interested potential customer (a.k.a. prospect) he would have at least left his company’s name or have asked for an immediate returned call.
Your behavior (action) of putting it in the one of your to do files may have just doomed your goal to increase sales. By making a judgment based upon a voice mail can cost you increased revenue.
If you have a values statement within your strategic action plan, you possibly just violated it. Does your values statement make any reference to customer service, honesty, integrity, being responsive or accessible, doing what is right, etc. Did you ever think that individual who left you a voice mail was just checking you out to confirm if you were a person of integrity and looking to how well you demonstrated excellent sales skills given that you have identified yourself as a sales coach?
Scenario Two
You are working with someone within your sales process with the goal to earn the sale. As you have already decided to embrace an education based marketing approach, you give your qualified potential customer a complimentary sales assessment ($750 value). He takes the assessment and you invest 1.5 hours to debrief him.
Then he requests that you speak with the VP of International Sales as this person is part of the decision making process. The two of you connect and forward progress is made once again on your way to earn the sale. You also need to give this person the same assessment.
Within 2 hours after ending the conversation with the VP, you send off the email for this complimentary assessment. Then you send a quick email with your original contact updating him of what happened and the next steps in the process.
One week later you still have not received the completed assessment. Instead of sending another email, you call your first contact, the General Manager. He informs you that the VP never received the email. You promise to re-send the email and cc the general manager on the email. The General Manager thanks you for your personal follow-up and by not relying on email. He shares with you this is the type of behavior, values and sales skills he wants all his sales people to demonstrate.
Sales Coaching Lesson Shared: Scenario One did happen to me and I did return the call within 15 minutes after receiving the voice mail. I was on my cell phone when the call came over my land line. The call was from the General Manager cited in Scenario Two of a multi-million international company who was seeking sales training. Had I made judgments from not returning phone calls to relying only on technology, I potentially would never had the opportunity to develop these relationships and probably would have lost the opportunity to continue to earn this sale.
Your judgment or decision making process is literally the why behind the hows of your sales skills and behaviors. Remember, as you judge or make decisions about others so are you judged. The bottom line question is can you afford someone negatively judging you if your goal is to increase sales?
Coaches Do Your Sales Skills and Behaviors Adversely Affect Your Goal to Increase Sales - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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