The most successful sales teams are made up unique individuals with different backgrounds, personalities, and levels of work experience. As a sales manager, you understand that working with and coaching a diverse group of talent can be as challenging as it is rewarding.
The good news is that with the right approach, analysis, and execution, sales executives can optimize the performance of individual sales reps. Even better, by helping salespeople on an individual level, sales leaders will build better sales teams and grow more revenue.
We talked about several ways of improving sales rep performance with Rick Roberge of Sales RockStars & RainMakers on a new episode of the Modern Sales Management Podcast.
Rick explained the psychology behind sales coaching and how sales managers should focus on working one-on-one with salespeople in order to build stronger teams.
We also discussed:
- What sales core competencies are and how you can evaluate your team on them
- How sales leaders can raise the game for sales reps on an individual level
- Why sales managers should talk with their reps every day (and not just once or twice a week)
- How to identify rock star salespeople
- How remote sales is changing the role of a sales leader
- How meeting cadence has changed as sales teams switch to remote settings
- Why inbound leads are still #1 in sales
- How modern sales has changed the cold calling process forever
- What self limiting beliefs are and how sales managers can help sales reps overcome them
- How to teach sales reps to have conversations with their prospects and not just sales conversations
- Why sales rep performance is more than just metrics
- How to motivate sales reps by understanding what motivates them
- How inbound leads often get wasted by sales reps and how to avoid this
- How sales and marketing is changing and how sales managers can best adapt to the modern sales landscape