Selectivity has been the foundational element of trade since the very beginning. And in today’s current terms, it is the core of commercial effectiveness. Being selective about the geography where you want to sell, market segments, type of customers, offering, pricing… Yet, it is not that easy to implement. Because selectivity is the product of deep thinking, analysis, and reflection…and sometimes intuition and feeling, it requires a certain level of clarity. On the other hand, without being selective, getting lost in a commercial activity is very easy. So, how to become more selective?..

Now it is time to have a look at how to coach. Remember, you cannot coach your team members by telling them what to do. Your job is to help them to find what to do in their way and successfully execute...

…How can you be a coach sales manager? First, it is critical to understand your role, which is “maximizing the team’s ability to perform”. Secondly, there are some prerequisites. You need to…

First, let me share one thing about coaching. I can say that 90% of people around me who talk about coaching do not know what professional coaching is. With all their good intentions, they mix coaching with advising, mentoring, counseling, leading, guiding, etc. … It requires time and effort. It might be a painful process for the manager when working under pressure to deliver results on time.

Sales performance curve gives us a clear idea of different sales mindsets…

One of the leading sales training topics is "handling objections". In this part, we discuss potential scenarios where the customer would come up with some arguments for not buying the product or the proposed service. And we teach the salesperson how to handle such situations and come up with additional arguments and explanations to convince the customer. Firstly, I was curious whether customers/buyers were trained to develop objections. I always had a hard time understanding that part. Why would they even keep talking to the salesperson if they had valid objections for not buying?

In the last two weeks, I had two interesting cold call experiences as a customer: The first one came to my LinkedIn message box.  I opened it, and there was a video presentation. On the screen, I saw a person talking while scrolling down on my LinkedIn profile…

Most salespeople forget that they are also buyers at the same time. Think about the last time you bought something, your interaction with the salesperson, and how you made your buying decision…

As a salesperson, the most valuable resource you have is time; your success highly depends on how you spend it. Are you operating in the right geography and the right market segment? Are you targeting the right customers with the appropriate solution and the most profitable products? Are you chasing the right deals?  The answers to those questions give a great deal of information about a salesperson’s effectiveness. But…