Since back in 2014 (and probably before) experts of all shapes and sizes have been emphasizing forecasting and coaching as the keys to sales optimization.
YET… we are still talking about it in 2022 because people are STILL not focusing their front line managers, meetings, sales leaders, reporting, etc…
FORECASTING: Make sure you showcase the results you want – plus tie it to the sales behaviors that got salespeople to that result.
- deals that close when expected = qualifying timeframe
- accurate revenue / margin = knowing the competition AND market place you’re working in
COACHING: is about the person you’re working with! Use coaching questions and techniques consistently in your conversations with salespeople individually and the team as a whole.
- get your salespeople to think differently
- are open ended, therefore translate into good sales questions, allowing you to model what a great conversation sounds like in your one-on-one meetings
- put you in a position to understand each person on your team’s motivation, stumbling blocks, and success factors.
As you work to optimize sales results, tie them back to the behaviors and activities you know will get the people on your team there.