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Tag : sales practice

By Marguerite Zimmerman

Building your sales representatives courage and confidence

Plan a joint sales call with each of your representatives Ask each of them to prepare a pre-call plan for the meeting that includes:

  1. The objectives for the sales call exactly as the rep would communicate them to the prospect or customer
  2. The way in which the rep plans to gain agreement or ask for input on the objectives for the call
  3. For internal/planning purposes – the rep’s

By Marguerite Zimmerman

Why sales performance goals can be costly

So why would a leader discourage curiosity in a business or a sales force, when both employees and leaders know it is so important?

Are you curious to know why?

Shocking as it is, leaders discourage curiosity in a business or a sales force, when both employees and leaders know it is important

Turns out according to research by Francesca Gina, a professor at Harvard Business School (HBR Journal September-October

By Marguerite Zimmerman

How to become curious and increase your sales results

Fear

Fear plays a big role in why we don’t ask enough questions or the right questions

Over the last couple of years, I’ve noticed a reluctance amongst sales people to ask questions that are provocative Provocative questions are essential when helping a prospect or customer to consider change, yet some sales representatives are uncomfortable asking these questions Why is this?

After discussing it with a few Momentium coaches, we

By Marguerite Zimmerman

Why I see training as the key ingredient to organic growth

No matter what your organic growth strategy is, having well-trained talent to support that strategy is a key ingredient.
Recently, I read a Harvard Article, How We Made our Sales Training More Effective by Making it Harder by Jeff Winters, it made me chuckle. So many companies view training as simply a box they need to check. It looks good if I give my team some training, or I’m expected to give them training, etc. Consequently, companies typically chose training that is easy for everyone involved.

Building your sales representatives courage and confidence
Why sales performance goals can be costly
How to become curious and increase your sales results
Why I see training as the key ingredient to organic growth
Sales techniques are best learned through practice