Successful Movie Franchises and the 10 Keys to Impactful Sales Coaching

Posted by Dave Kurlan on Mon, Apr 03, 2017 @ 06:04 AM

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Image Copyright Natalia_80

What are your thoughts about Atlantis?  Intrigued by the lost continent, I have read a lot about it over the years, including the book, Atlantis Beneath the Ice, which revealed where Atlantis is actually located.  Cool!  On a recent vacation I managed to read 5 books and 3 of them were from an Atlantis-themed trilogy.  This particular series was pure science fiction but there is no fiction whatsoever when we explore the connection between successful book and movie series and effective sales coaching.  They share the very same premise and it is actually quite simple to grasp.

There are many book series and movie franchises that go well beyond a 3-volume Trilogy.  Does James Bond 007 ring a bell?  There have been 26 of those so far!

They key to any successful series is not only the popularity of the first installment, but how badly that first story leaves you wanting more.  The first book not not only has to be really good, but you must feel disappointed that it came to an end!

That's the sign of great sales coaching too.  Today's coaching session must be so good that the salesperson does not want it to end.  Not only that, but the salesperson can't wait to come back for more coaching.  Now, be honest with yourself for a moment.  Assuming that you regularly and consistently coach all of your salespeople, is your coaching so powerful that your salespeople can't wait for another session with you?  It should be.

Sales leaders that coach effectively, impact deals and increase revenue by 28%.  What would a 28% increase in sales mean for you?

It makes sense that great coaching has a great impact, but only 8% of all sales leaders are able to coach effecitvely.  And only 28% of all sales managers spend 50% or more of their time coaching which tells us two more things:

  1. 72%, or most sales managers do not spend enough time coaching
  2. Assuming that the 8% who are effective are equally distributed between the 28% group and the 72% group, only 2.25% of all sales leaders spend enough time and are really good at it.

Yikes!

One might think that the lack of time invested in coaching is the easiest to fix but for sales managers who also maintain territories and accounts, it's not that simple.  However, that doesn't mean it can't be done.  Hire a salesperson to take those accounts and get busy doing what sales managers are supposed to do!  Coach.

As for the nuances of effective coaching, the 10 keys to success are the ability to:

  1. Develop a coaching culture - without that the coaching won't work.
  2. Coach your salespeople every day - it's the repetition that makes the difference.
  3. Debrief as often as you pre-call strategize.
  4. Identify where in the sales process the opportunity went off the rails
  5. Identify whether skills, Sales DNA or both that were at fault
  6. Effectively role play how the call or meeting should have progressed and teach at the same time.  
  7. Effectively role play how an upcoming call or meeting needs to sound
  8. Reach impactful lessons learned from each coaching session
  9. Impact deals without being on those calls
  10. Help your salespeople become stronger and more effective with each passing day

"Without question, the single, most difficult skill for sales leaders to master, is the ability to play the salesperson's role, while selling to a prospect of any title, at any point in the sales process, for any kind of opportunity, with any level of resistance and against any and all competition."

Why is it so difficult?  Because your lousy salespeople get into lousy scenarios - ones which you, a good salesperson, consistently managed to avoid because you were, well, good!  Your salespeople find themselves in those situations every day, those are the scenarios for which they will play the prospect, and you must demonstrate two things through role play.  

  1. How to avoid those scenarios
  2. How to turn around those scenarios

Topics: Dave Kurlan, sales management, sales leadership, best sales leadership training, effective sales coaching

Another Powerful Reason Why Salespeople Struggle to Become Great Sales Managers

Posted by Dave Kurlan on Thu, Feb 02, 2017 @ 16:02 PM

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Image Copyright Grinvalds

Ryan changed jobs and companies this week when he started in his new role as Business Development Manager.  When I congratulated him on his new job he wrote back the following:

"You were 110% on the money back when I became a first time sales manager. You told Stuart and me that my biggest challenge would be in not being able to understand why the hell sales reps working for me just didn't do what I did when I was selling, and what I asked them to do, since I always did what was asked of me when I was a field rep for Stu. Totally on the money, that drove me crazy every day."

We talk a lot about the mistake so many companies make when they take their best salespeople and make them sales managers.  While it's not always a mistake, the most commonly discussed reasons include:

  • Inability to replace that salesperson's significant revenue
  • Lack of sales management skills
  • Lack of recruiting skills
  • Lack of coaching skills
  • Lack of skills around accountability
  • The new sales manager might not be able to get salespeople to sell the same way
  • Things that made this person successful as a salesperson might not be duplicable
  • Resistance to move away from selling and reluctance to allow salespeople to make their own mistakes

In addition to those 8 reasons, Ryan's note highlights the single most frustrating chain of events to impact new sales managers.

New sales managers have a tremendous sense of optimism when they embark on the next chapter of their careers.  They believe that their sales success is duplicable and all they have to do is show their salespeople what they do and their salespeople will be able to do it.

Nothing could be further from the reality of the situation.

For starters, the former sales managers might be successful more because of their intangibles than having mastered 21 Sales Core Competencies.  

Their salespeople could have weaknesses in their Sales DNA that would prevent them from doing what their new sales managers can do.  When Sales DNA fails to support effective selling, Sales Managers can show and tell until they are blue in the face and their salespeople still won't be able to replicate their words and actions.

Their salespeople could be deficient in their Will to Sell, their tactical selling competencies or their understanding of business and finance.  There are many possible factors that cause 77% of all salespeople to suck and most sales managers, lacking effective coaching and training skills, are simply not equipped to overcome them.  At some point in their first year, the reality of their situation becomes more obvious and they default to the only solution they know for increasing sales.  Themselves.

They turn their salespeople into bird dogs and whenever there is a decent opportunity that isn't a slam dunk, they show up or get on the phone and help their salespeople close the business.  While this does serve as a short-term solution, it's not a very good long term strategy. The sales manager takes all of the credit, the salespeople fail to improve, they feel demotivated and unimportant, and eventually leave.

There is no shortcut to sales management success.  Sales Managers must develop the necessary skills to coach effectively so that they impact deals that their salespeople close, impact profit, win rates, retention, morale and revenue.  If you or your sales managers need to develop this rare ability to coach up a sales team, won't you join me for my top-rated Sales Leadership Intensive?  I offer it only once each year and it's coming up on May 17-18 outside of Boston.  There is still time to plan your attendance,  and you'll leave the two days finally understanding and possessing the ability to impact a sales force.  Learn more here.  Use the discount code DK-Blog-Subscriber to receive a $100 discount off the price of a ticket.  We limit attendance to only 25 sales leaders so register early or, like we used to say at the end of each Red Sox baseball season, wait until next year!

Topics: Dave Kurlan, sales management, sales leadership, Sales Coaching, best sales management training, best sales leadership training, sales core competencies

Best Sales Leadership and Sales Management Training - Boot Camp

Posted by Dave Kurlan on Wed, Apr 07, 2010 @ 11:04 AM

How would you like to spend three days with me?

You can - in June - if you qualify.  I'm sure that only about one of every ten sales leaders will meet the qualifications for this comprehensive program. There's nothing like this program - anywhere.  Sure, there are a few other places where you can get basic sales management training but it won't be like this one.  This is my no-fluff, kick-ass, everthing that's crucial, original intensive Sales Leadership Boot Camp!

I'll be leading a three-day intensive Sales Leadership program limited to just 24 individuals. With a group this size, you'll get lots of attention, and you'll be able to report on your real progress, with your sales team, over the course of the three days.  For example, I'll teach you how to coach your salespeople the right way, then I'll play some recorded examples, then I'll coach one of your salespeople live, then you'll coach your salespeople, and then you'll be critiqued on your effectiveness. Intense!

You'll come away with every tool, system, process, strategy, tactic and metric you'll need to bring your sales force to the next level.  And you'll work your bottom off while we're together.

Annual Sales Leadership Intensive - The Premier Sales Leadership Event of the year.

If you have any questions, feel free to drop me a line.

 

Topics: Dave Kurlan, sales recruiting, Sales Coaching, sales management functions, best sales management training, best sales leadership training, sales management training, Sales Accountability, sales management boot camp, sales leadership boot camp

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About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned a medal for the Top Sales & Marketing Blog award for six consecutive years.  Dave's Blog earned a Bronze Medal in 2016 and this article earned a Bronze Medal for Top Sales Blog post in 2016. Read more about Dave.

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