We all know what salespeople should do. There are methodologies out there that can help salespeople learn and grow. But, the problem isn’t that salespeople are unsure of what to do, but rather that they don’t apply them over an extended period, or incorporate these methodologies into their everyday work life. Matt McDarby, interviewed by John Golden, discusses these ideas and more in this expert sales interview.
This expert sales interview on sales coaching explores:
- Sales coaching challenges
- Developing a sales team
- Defending the sales team
Sales Coaching Challenges:
In the last decade, many things have changed about sales coaching and how to apply it correctly to get useful results. One thing that has mostly stayed the same is that there are lots of methodologies out there. What’s different, however, is the degree of integration of these methodologies. Salespeople and reps learn the methods, but then they quickly go by the wayside without reinforcement and encouragement from the sales managers.
Developing a Team:
Developing a sales management team that’s equipped to manage the sales team is crucial, and yet it’s rarely done successfully. Sales management is the falling down point for a lot of organizations. They have sales managers that aren’t fully equipped, and don’t have enough experience with driving change and creating change in a business. Despite the variety of methodologies out there, regardless of what method you choose, if you want to change the performance of a sales organization, you have to focus on the sales management layer. If your sales managers aren’t ready to train, or coach, it doesn’t matter what method you select, the result will be weak.
Defending the Team:
Sales managers know the importance of coaching, but upper management does not always support it. It’s up to frontline management to be upfront and diligent about the companies processes and methods and push back against upper-level executives that don’t want to support appropriate training. “It’s up to them to control distractions from the outside, including the pressures from the chain of command,” said McDarby. “Be able to say, ‘I’ve got it. We’re managing it, here’s your information CEO, now let me get back to my team so that we can continue doing what we need to do to be excellent.’”
For other information on sales coaching, watch the full expert sales interview!
About Our Host
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.
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