Tag Archives: sales managers

5 Tips for Building Successful Remote Sellers with Virtual Sales Role-Plays


Virtual selling may have your team reaching for the panic button – customers are different, technology is changing by the minute, and competition is as stiff as ever. When a marketplace changes so dramatically, sales leadership so too must change/adapt and prepare for sales calls in an entirely different manner. While sales role-playing is often met with apprehension and dread – if done well – it can help your sales reps practice and master communication skills required of remote selling and navigate the continually changing requirements (and restrictions) of selling virtually. Unfortunately, most salespeople approach the exercise with a gallows like resolve and this limits the opportunity to get the real transformative benefits that a virtual role-play can produce. 5 Tips for Successful Virtual Sales Role-Plays: It’s time that we change our tune about the dreaded sales role-play! As the sales manager, it is your responsibility to push for this Read More

Why Salespeople are Ditching Your New Sales Presentation


throwing away presentation

Your marketing department just invested a lot of time and money creating a dazzling new presentation for the sales team.  So why, three months later, is no one using it?!  Here are just a few of the reasons I hear from salespeople: “There’s too much information in it.  It’s not my style.  It’s already out of date. I can never find what I need…” While there’s some validity to these claims, when salespeople “go rogue,” (i.e., use a hodgepodge of content or throw out the presentation all together), key messages get lost, and quality and accuracy suffer – along with the customer and the opportunity. Sales or Marketing?  Who is responsible?  Despite all the talk of the disconnect between sales and marketing, both share a common goal:  communicating the value of your solution in a way that drives the customer to take action.  And sales and marketing also both play Read More

5 Sales Role-Play Tips for Success from the Theater


Sales Role-play

Sales Reps hate to role-play. But you knew that, right?  Done well, role-play can be an exceptionally powerful tool in helping sales reps master communication skills and navigate many  changes in products, customers, and competition they continually face.  Unfortunately, approaching it with a gallows-like resolve as most sales reps do, limits the opportunity to get the real transformative benefits that role-play can produce.  What Sales Role-play Tips can help? Look no farther than your local theater.  Stages across the world consistently churn out winning performances using role-play as their primary tool.  Applying a few fundamentals from the theater to your sales role-play will greatly increase your sales reps’ understanding and confidence in the process and provide them with valuable insights they can apply immediately in the field. 5 Sales Role-play Tips for Success from the Theater: Clarify expectations.  Making sure everyone is clear about the goal of the role-play is key.  Keep Read More

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