Tags |
|
|
Links |
|
|
Casual Articles - Free to Succeed: Effective Sales Leadership Using A Coach Approach
It’s critical to make sure that your IT sales call doesn’t become an extended free consultation. You’re not there for unlimited brain-picking. In this article you'll learn how to move the sales call to IT sales.It’s not about proving how smart you are or proving your technical expertise or showing all your certifications. You’re only there to see if there’s good chemistry and a good fit to suggest the next logical step in the IT sales process.
NOTICE...AND THEN NOTICE MORE
As you go about your week, consider the following questions around your ability to develop and motivate others. Let them inform and shape the quality of your interactions.
· What do I believe about the others on my t
All of us want to make a glorious, fantastic and stunning career. We dream of earning a lot of money and at some definite moment delegating our business to our children. We plan spending the rest of our lives somewhere at the sea shore, in the country of the bright sun, warm climate, delicious fruit and cheerful people. Each of us has a desire to work and progress, we are full of ambitions, we are patient enough, we are fast learners, smart, energ
The leader of Team B was told that her team could hit the numbers in any sequence. Her task was to encourage and motivate us (I was on Team B) to achieve.
We fired away. Team B won. Team A complained about their rules and that Team B won because we were free to hit any number in any order. They felt that the results didn't fairly reflect their ability.
What did we learn?
After the whining died down, we reflected on what we learned:
· Both teams were given the same goal: to hit all the numbers
· Those given free rein to reach the goal any way they wanted did it more quickly, effectively and enthusiastically
· Freedom, coupled with support, will inevitably result in higher achievement and commitment levels than dictated actions and steps.
CONSIDER THE IMPLICATIONS FOR SALES TEAMS
Sales people are promoted into management because they are fabulous, effective and motivated. However, when they become sales managers they often turn into the Team A kind of leader, telling their sales people what to do and how to do it, insisting that if the sales team just did it 'my way' they would achieve results. With this kind of leadership, most of the team starts a fast track to mediocrity.
News flash: No one likes being told what to do. Especially adults.
HOW CAN YOU HELP?
One of the most critical roles a sales manager (or any manager, for that matter) can play is that of coach. A coach is more than a cheerleader. A coach holds people to a higher standard than they would for themselves, and then helps them get there. A coach asks questions, rather than offers advice, so that people can arrive at their own conclusions of how they want to proceed.
NOTICE...AND THEN NOTICE MORE
As you go about your week, consider the following questions around your ability to develop and motivate others. Let them inform and shape the quality of your interactions.
· What do I believe about the others on my te
There are some basic elements that go into testimonials that help you boost sales. All testimonials certainly are not created equal-- yours should all reinforce your unique selling point, serve a specific purpose, and ultimately build trust in your brand. When you use these ideas correctly, there is literally no limit to how much they can improve your business over the long term.Every business should have a unique selling point, a special be
We fired away. Team B won. Team A complained about their rules and that Team B won because we were free to hit any number in any order. They felt that the results didn't fairly reflect their ability.
What did we learn?
After the whining died down, we reflected on what we learned:
· Both teams were given the same goal: to hit all the numbers
· Those given free rein to reach the goal any way they wanted did it more quickly, effectively and enthusiastically
· Freedom, coupled with support, will inevitably result in higher achievement and commitment levels than dictated actions and steps.
CONSIDER THE IMPLICATIONS FOR SALES TEAMS
Sales people are promoted into management because they are fabulous, effective and motivated. However, when they become sales managers they often turn into the Team A kind of leader, telling their sales people what to do and how to do it, insisting that if the sales team just did it 'my way' they would achieve results. With this kind of leadership, most of the team starts a fast track to mediocrity.
News flash: No one likes being told what to do. Especially adults.
HOW CAN YOU HELP?
One of the most critical roles a sales manager (or any manager, for that matter) can play is that of coach. A coach is more than a cheerleader. A coach holds people to a higher standard than they would for themselves, and then helps them get there. A coach asks questions, rather than offers advice, so that people can arrive at their own conclusions of how they want to proceed.
NOTICE...AND THEN NOTICE MORE
As you go about your week, consider the following questions around your ability to develop and motivate others. Let them inform and shape the quality of your interactions.
· What do I believe about the others on my t
1. Every resume needs to tell the employer exactly who you are and how to reach you. The resume needs to have your name, a good mailing address, and one telephone number that will be answered professionally, even when you are not at home. So pick a number with voice mail or hook up an answering machine and record a professional message.2. Every resume needs to tell the employer: "Here is what I can do for you". The resume must list your specia
· Freedom, coupled with support, will inevitably result in higher achievement and commitment levels than dictated actions and steps.
CONSIDER THE IMPLICATIONS FOR SALES TEAMS
Sales people are promoted into management because they are fabulous, effective and motivated. However, when they become sales managers they often turn into the Team A kind of leader, telling their sales people what to do and how to do it, insisting that if the sales team just did it 'my way' they would achieve results. With this kind of leadership, most of the team starts a fast track to mediocrity.
News flash: No one likes being told what to do. Especially adults.
HOW CAN YOU HELP?
One of the most critical roles a sales manager (or any manager, for that matter) can play is that of coach. A coach is more than a cheerleader. A coach holds people to a higher standard than they would for themselves, and then helps them get there. A coach asks questions, rather than offers advice, so that people can arrive at their own conclusions of how they want to proceed.
NOTICE...AND THEN NOTICE MORE
As you go about your week, consider the following questions around your ability to develop and motivate others. Let them inform and shape the quality of your interactions.
· What do I believe about the others on my t
It’s a fact that your customers are your best leads. This means that the most likely people to purchase your products and/or services are the ones who have paid for them before. It’s also a fact that it costs far less money to keep a customer than it does to go out and get a new one.These are the two reasons that using direct mail postcards to keep in touch with your customer database is a must. There are a few rules to follow when marketing t
News flash: No one likes being told what to do. Especially adults.
HOW CAN YOU HELP?
One of the most critical roles a sales manager (or any manager, for that matter) can play is that of coach. A coach is more than a cheerleader. A coach holds people to a higher standard than they would for themselves, and then helps them get there. A coach asks questions, rather than offers advice, so that people can arrive at their own conclusions of how they want to proceed.
NOTICE...AND THEN NOTICE MORE
As you go about your week, consider the following questions around your ability to develop and motivate others. Let them inform and shape the quality of your interactions.
· What do I believe about the others on my t
There aren’t many things in life that you would get into with out a plan. Marketing is no different. Your overall marketing plan should cover about a six month period, and should be made up of weekly and monthly marketing schedules.This is how you do it:1. Figure out how much money is in your budget.As we all know, marketing of any kind costs money. How much money you are willing to commit to the cause is going to determine some
NOTICE...AND THEN NOTICE MORE
As you go about your week, consider the following questions around your ability to develop and motivate others. Let them inform and shape the quality of your interactions.
· What do I believe about the others on my team? (Capable? Incompetent? Can figure things out if given a chance?)
· What is my intent in working with this person? (Check off my 'To Do' list? Have fun? Learn from them? Have them learn from me?)
· What kind of relationship do I want with my team?
· How are my negative beliefs about team members leading to self-fulfilling prophecies?
· What does control mean to me?
· What would happen if I let go of some of my control?
· What does that look like in practice? (Asking more questions? Really listening? Allowing people to come up with, and implement, their own ideas?)
· What do I need to do 'more of' or 'less of' in order to develop and motivate others?
SUCCESS CHALLENGE: KEEP A JOURNAL
Spend five minutes each day writing a daily journal. Try posing to yourself one of the above questions, and then jot down your answer.
Writing in a journal can help you see some subtleties in your world you didn't notice before and can open up your mind to new ideas. This daily practice can keep you sharp, and on the path to success.
This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section “About the Author”.
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.casualarticles.com/article/38823/casualarticles-Free-to-Succeed--Effective-Sales-Leadership-Using-A-Coach-Approach.html">Free to Succeed: Effective Sales Leadership Using A Coach Approach</a>
BB link (for phorums):
[url=http://www.casualarticles.com/article/38823/casualarticles-Free-to-Succeed--Effective-Sales-Leadership-Using-A-Coach-Approach.html]Free to Succeed: Effective Sales Leadership Using A Coach Approach[/url]
Related Articles:
10 Reasons Why People Won't Buy A Second Product From You
Trust Fundraising Applications - the Do's and Don'ts!
Law Offices, Professional Image, and Marketing
Bookmark it:
|