Mike Schultz's Blog, page 11

Building Your Sales Coaching Plan + Checklist

It’s always important to remember: if you don’t know where you’re going, any road will get you there.

If you want your sellers to perform at the peak of their potential, it’s essential to know the specific objectives you need to help your team achieve, and to map out the road that will help them achieve those objectives.

Why Sales Coaching Matters

Think for a minute about your sales team. Is everyone doing everything they possibly can right now to succeed at their maximum potential?

Is everyone on the team completely dialed in, doing everything they should and nothing they shouldn’t? Do they have all the right skills across the sales cycle? Have they completely taken the lead on their own development? Are they motivated and productive?

36 Free Sales Tools to Make Selling Simple

Sales tools can help you standardize processes, improve your skillset, and make the best use of your time. We’ve compiled all our free tools to help you succeed—browse below for resources covering every topic of sales.

35 Free Sales Tools to Make Selling Simple

Sales tools can help you standardize processes, improve your skillset, and make the best use of your time. We’ve compiled all our free tools to help you succeed—browse below for resources covering every topic of sales.

21 Data-Backed Sales Skills Every Top Performer Needs

There’s simply not enough time in the day to focus on every essential skill needed to succeed in sales. While sales teams must prioritize skills development, it’s important to identify which skills could have the biggest impact on your sales results.

How to Use Pipeline Metrics to Meet Your Sales Prospecting Goals

Do you know what it’s going to take to reach your sales target?

It’s not enough to have a quota or even set goals for yourself—you need to know exactly what to do daily to accomplish your goals.

6 Elements of a Sales Opportunity Plan

Sellers who win consistently plan to win from the start. They're methodical in their approach to opportunities. They carefully map their sales process to the buyer's, set goals for every meeting, and do an exceptional job of communicating value.

Infographic: 11 Sales Skills to Help You Cross the Finish Line

Whether you're trying to get better at running or improve your sales skills, you need to choose what to focus on to get the best results.

We can't give you the skills to run a marathon, but we can share the 11 skills that represent the largest skill gaps between Top Performers and The Rest to help you improve your sales efforts. We uncovered these skills and behaviors in a recent global study of 1,004 sellers and sales managers.

What Is Sales Training?

Sales Training Defined:

Sales training is the process of improving seller skills, knowledge, and attributes to drive seller behavioral change and maximize sales success. To be most effective, sales training should be viewed, designed, and executed as a change management initiative.

The most effective sales training focuses on true behavior change. Skills need to be learned, absorbed, and applied on the job. When done right, training can help organizations achieve their growth goals, such as increasing win rates, growing strategic accounts, improving sales cycle time, building pipeline, increasing average deal size, and more.

Sales Prospecting: Tips, Techniques, and Strategies

The practice of sales prospecting is surrounded by confusion and misconceptions. Prospecting may sound simple enough, but ask a group of sales professionals about the best prospecting approaches and you’re bound to get several conflicting answers.