When sales performance falls short, understand where the performance gap actually sits before deciding what to train or coach.
One of the things I value most about coaching sales teams became very clear during a recent assignment. We started with individual SDR conversations. But the more calls and opportunities…
Motivation makes the next call. Reflection makes it better. After a difficult call, the instinct is often simple: Make the next one. That resilience matters. Salespeople need to keep moving…
There is nothing wrong with sales training. It can provide valuable knowledge, frameworks and skills. But knowledge alone rarely changes performance. A salesperson can know exactly how a good discovery…
When a sales conversation underperforms, product knowledge is often the first diagnosis. During call reviews, I sometimes hear the same conclusion: “They need more product knowledge.” Sometimes that is true.…
A call review should develop judgement, not just check compliance. During call reviews, I sometimes see managers focus first on whether the salesperson followed the expected structure. Structure matters. It…
A calendar invitation is not evidence of progress. During call reviews, I sometimes hear a salesperson end a conversation with: “Shall I send you a calendar invite?” The meeting gets…
An objection can also be feedback on the conversation. During call reviews, I sometimes hear an objection and notice the immediate reaction: How do I overcome it? But before answering,…
