IT Banking Publications

Normally, when a manager attends a joint sales call, it is at the time of the capabilities presentation or closing presentation. Though attending these meetings can be helpful, they do little to help sales people close more business that late in the process.  That is like coaching a baseball team by showing up in the final inning instead of watching the entire game.  As sales manager, you may know the outcome based on the data, but you will not know how the game developed.  Knowing how the sale develops is essential to effective coaching. This is why observing sales people in action is so important. 

Here are 4 steps to help you and your sales people have more effective joint calls.

1.       A Quality Phone Call- Remember, the quality of the phone call will determine the quality of the appointment.  Your sales person must follow the 8-Step Phone Process to make sure that the joint call is taking place with a qualified prospect versus a practice call.

2.      Conduct a Pre-Call Session.  In pre call sessions,

·         sales people make sure they are prepared to execute their sales approach effectively

·         The sales manager and sales person role-play the appointment

·         Everyone agrees to and identifies who will do what during the sales call

3.      Identify the Reason for a Joint Call - If it is for learning purposes, then the sales manager has a very small part in the call.  If it is for qualifying or closing a large account, then the role of the sales manager can be more prominent.

4.     Do a Post Call Debrief - This is an opportunity to help sales people recognize opportunities that they missed, questions they could have asked better and commitments they failed to gain.  First, ask the sales person how he/she thought the call went.  Listen and take notes.  Compare their comments with your own observations. From there, share your insights about the sales person’s performance.  Then schedule a one-on-one meeting to outline specific next steps and to develop an action plan that will address the “choke points” that were demonstrated.

A few tips for the sales coach.  First, schedule these calls with your sales people.  Do not wait for them to schedule.  Be proactive and select the calls to join.  Secondly, observe the sales person during the call.  Be present during different stages of the process so you know how the sales person opens, nurtures and closes a sale. Always do a pre-call before the meeting so that the sales person is prepared and so that later you can listen and absorb what is happening on the call.  Make sure that the sales person is prepared to conduct the perfect sales meeting because you are there to observe.  During a joint call, the coach’s role is defined as supportive, not as main character.  This means that when you are on a joint call, you must let the sales professional run the meeting and make mistakes so that he/she will learn.  If you “rescue”, this will not happen.

That being said, you probably wouldn’t let a sales person blow the sale of a lifetime.  However, you should not ask a critical question that the sales person has neglected to ask.  If you think you must assist, address the sales person with a question.  As an example, if the sales person has forgotten to get clarity on the decision-making process, you should ask him/her about it. This would sound something like — “Mary, I must have missed this in the conversation — what is the decision-making process?”

You can access Tony Cole's entire eBook, 9 Keys to Sales Coaching Success, on Tony’s Sales Brew Blog. Make 2013 your year to become an even more effective sales coach!

Visit Tony Cole’s Sales Brew Blog at http://blog.anthonycoletraining.com
Download Tony Cole’s Free eBook - 9 Keys to Successful Sales Coaching at http://blog.anthonycoletraining.com/free-ebook-9-keys-to-successful-coaching/

So what makes up the very unique and coveted Sales DNA?  Is there a genetic code for successful sales people, and if so, wouldn’t every organization like to crack that code? This article discusses the Hunter DNA and the 11 characteristics that define this crucial Sales DNA strand.

Viral security issues ,software and hardware solutions from Techyv.com

Have you planned your dream house and looking for housing loan, The housing loan consultant will arrange home loans from banks at best interest rate. You will find many features and benefits with consultant that will save you money and help protect your investment for your family. Our loan agents can help you in finding the best bank for home loan that suits your requirements. Housing loan consultant have good relation with all home loan providing banks, so that they can easily arrange home loans faster and at lesser documents.

This is a test article headline

The Savvy Investor's Mortgage Alternative

Purchase real estate by using the value of your stock or securities portfolio as collateral for a in low interest rate loan or line of credit.

Information  on equipment leasing in Canada and who is providing commercial finance lease transactions for your asset acquisition .

Information  on technology IT financing, what is the real benefit  of properly constructed tech finance strategies whether its for one laptop or your entire server farm !

Information  on what strategies can save  you thousands, and millions on technology  and IT financing . What benefits can you expect to receive when you consider these finance strategies .

Established ACH Processing Company looking for a direct ODFI relationship.

Kleberg Bank: Improving Decisions, Growing More Profitably

Connecting Banknotes Sorters/Counters to LAN (Local Area Network)

Leveraging social media for customer

feedback and relationship building

Without feeling confused, overwhelmed or out of the loop