It’s Not Who You Think…
Here’s how you’ll know if someone else has more influence over your sales team than you do…
How many times have you heard the following from someone in your sales team?
”We can have this order but we have to beat their existing supplier….can we do anything?”
”The competitor has just dropped their prices on this, the customer says we need to do the same if we want their business…can we match it?”
”They want a discount on their first order with us, just a trial rate, just to try us out…can we do it?”
Just how many times, and how often, have you heard this from your sales team?
Sales Coaching Rocks!
It totally does.
Want to see a spike in sales – get away from the desk and spend time with the team.
Productivity and efficiency spikes? Get your sales leaders sat next to the mid-term players and see them move up the ranks.
20% uplift straight away.
20% ++ in some instances, and even better, it costs nothing.
So why am I even bothering to write about this?
Sales Coaching = Influence.
When we coach, you and I, we’re building up influence.
We’re transferring strong sales mental software that you and I have configured, with no bugs.
The more you and I coach our team, the more we influence.
The more we influence, the strong the mental software we install.
Stop coaching and all sorts of bugs creep in.
Because here’s what happens when we don’t coach our sales team…
Someone else does…and those people don’t have YOUR business best interests at heart.
Your sales team spends a lot of time with your customers.
Your sales team may spend more time with your customers than they do with you.
They want to please your customers.
Your sales team, because of how they are wired, will derive great pleasure from doing this.
They’ll even take flak from you, the business leader, if the customer is happy.
Your customers have a huge sway and influence over your sales team.
Your customers will let your sales team know what pleases them and how to get their business and leave it for the sales person to battle with the business.
Your customers might even suggest strategies the sales person could use to get the sales manager to say yes…..
After all, haven’t we all had the sales person walk into our office with a deal that’s far better for the customer than it is for the business?
That just means your customer has been a better coach to your sales person than you and I have….
This way danger lurks….
Yes….your competitors are coaching your sales team every single day…
Not one single business card has been exchanged, nor telephone call, email or Skype….nothing.
Your customers are the fastest and most intelligent conduit for your competitors to coach your sales team…
How often have you heard the phrase…
‘Competitor X has just slashed their prices by 10%, so customer B wants to know if we can do the same or should he place his order with Competitor X’
What do you do?
Yet again, your customer and your competitor are coaching your sales team….back door coaching.
Robbing you of sales and margin that are rightly yours.
Again, if that’s a stronger coaching force than you or I then we can hang swinging…and deserve to.
Your prospects are great negotiators.
After all, your sales team are probably sat in front of the prospect because they want to kick and incumbent out?
What’s that tell the prospect?
Well, a savvy prospect knows there is a deal to be done.
A savvy prospect will test how much the sales person wants the business.
Typically they’ll test how much they want the business by claiming (and this is a rookie hole to fall into) that they love their current supplier and would only move if the price was much less…it’s all about the cheapest after all.
So, your sales person walks through the door to the sales office with a signed order that costs you.
Your savvy prospect has coached and sold your sales person their prospect reality…
We’ve all had sales people do this to us.
You and I know the drill.
But instead of wondering what the hell’s going on with the sales team…I’ll tell you.
We’re not spending enough time with them.
We’re not telling them the business reality.
We’re not installing great sales software.
We’re letting the bugs in.
You and I are letting other people coach our sales team…
And that’s a really easy fix.
Sales coaching is about influence.
If you’re not influencing your sales team there will be a void and they’ll look for something/someone else to fill that void.
That something or someone could be the rest of the sales team, that can be good and bad, but usually bad.
It could be anyone of the three dark forces above…and that’s really bad.
It could be their friends and family who don’t really understand what they do… that’s usually bad too…you’ll know if you’ve ever had a meeting with a sales rep who wants a salary hike because their partner thinks they’re worth more than you’re paying them…very bad.
Or you…and that’s usually good.
If you’re looking for fresh sales and business development insights to help you drive your sales team and improve sales performance – check this out – totally free and NO SPAM – The Advanced Business Achiever
Also – take a look at this