Coaching salespeople is the most direct way for sales leaders to impact sales productivity in a tight economy.
Successful salespeople are active sales people. We all know: more carefully focused activity = more sales. The fuel that drives this activity in sales people is optimism and positivity – and these are amongst the first things to be affected when the economy tightens or stalls.
In this 2-3 post series I’ll share the conversational ‘track’ I use to coach my salespeople to understand and acknowledge what’s going on – and to get focused back upon what’s important: activity. If you manage sales people then this post is about how to coach them back to activity that will ensure they get on top of the challenges that tight econonies present. If the only salesperson you coach is yourself then use this approach to keep yourself on track. Continue reading “COACHING SALESPEOPLE IN A TIGHT ECONOMY” »