Sales Coaching

As is the case with many other industries, the past few years have seen a dramatic shift toward remote selling environments. Driven initially by pandemic needs and then by the need for enhanced flexibility, the shift toward more effective sales operations might have been inevitable—but its implications are still significant. According to Gartner research, 60%…

While remote work was a quick solution to pandemic-related quarantining and social distancing efforts, it reflected a then-already emerging trend in the workplace toward hybrid and WFH options. Today, it’s become fully normalized, and 85% of managers expect remote work to be here to stay permanently. For many businesses, it’s time to stop debating if…

Your sales team is underskilled—especially when going up against the competition. At least, that’s what the people training them say. According to a recent report from McKinsey, 55% of surveyed sales leaders said only half of their sales force has the required capabilities.  It will take significant skill development to drive revenue, especially when facing…

Cold calls are almost universally hated—in fact, 63% of salespeople call them the worst part of the job. Of course, sales reps have to do more than cold calling. There are follow-up calls, sales demos, calls for retaining relationships, and (especially for key accounts) calls for customer support. Calls remain one of the most important…

Sales skills take practice. But having new—or even experienced—reps practice sales calls on hard-won qualified leads or referrals can make anyone balk: what if the call goes badly? It’s not just the sale on the line; it’s also your business’s reputation. At the same time, giving reps cold leads to practice on can quickly burn…

Top sellers are the backbone of your sales team. Leadership teams want to replicate that talent and disperse those skills among other reps. So it makes logical sense to promote your top sellers, right? Not exactly. There’s a name for this—the “Peter Principle.” We promote based on people’s success in their current role without considering…

Chief sales officers and other sales leaders across the B2B and B2C industries are struggling to find sales professionals with the skills to achieve organizational revenue goals. In fact, 67% of CSOs in a recent Gartner survey identified acquiring talent as one of their top challenges.  By and large, companies have identified two approaches for…