There are a lot of people out there who might be especially nervous about hitting your quota after the shifts that COVID-19 has brought into the climate. Some of you might have been nervous about hitting your quota before the pandemic hit, and are even more nervous about it now. However, everyone has been through experiences in the past, be it something that happened on a personal level, or an unexpected change that happened on a professional level. These things can be tackled, and can be overcome, and so can the current climate. Alice Kemper, interviewed by John Golden has three tips to help you get through this pandemic world and bust your quota.
This expert sales interview explores three actions to bust your quota:
- The benefit of joint listening
- The importance of one on one coaching
- The necessity of skill-boosting meetings
Action 1: Joint listening
Often times, a sales manager doesn’t have specific insight into what is happening in the sales calls that their team makes. When a salesperson comes back and reports on what was discussed in the call, they’re only reporting their perspective, and what they remember. This means that the sales manager is missing out on really valuable information about how to coach and educate their team.
Action 2: One on One Coaching
One on one coaching, done on a regular basis, is critical for busting sales quotas. Coaching should be done at frequent intervals, be it every week or every two weeks, and it should be done one on one.
Action 3: Skill-boosting Meetings
You can train your salespeople through joint listening and field rides, and one on one coaching, but skill-boosting meetings are the third step in busting sales quotas. Many sales managers are hesitant to host these kinds of meetings, because they don’t have the time, and they struggle to create curriculum and content for regular training meetings.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.