The Takeaways from 1:1 Accountability Meetings Guide Us to Coach Our Salespeople Specifically Where They Need the Help

As Mike shares starting off this power-packed episode, every once
in a while, a client challenges him to create something new. In
this case, a passionate enablement leader requested something
quite specific: How can sales managers take what they are
learning from conducting excellent 1:1 accountability meetings to
coach their people more effectively? 


In Episode 74 Mike overlays his three favorite sales verbs
(Create. Advance. Close.) on top of the Sales Management
Accountability Progression (Results. Pipeline. Activity). The
result is a powerful, prescriptive guide to help managers
ask exactly the rights questions and provide more effective
coaching to salespeople based on specific
gaps/shortfalls uncovered during accountability meetings,
depending on whether the salesperson…


Lacks sufficient total pipeline coverage (not enough deals or
dollars in the funnel), typically because they are not CREATING
enough NEW OPPORTUNITIES

Is not ADVANCING existing OPPORTUNITIES

Is NOT CLOSING



 


Resources Mentioned In This Episode:


The Sales Management Foundations Virtual Workshop Series (get
more info and register now for the June 24 launch)


Episode 39: Underperformers Should Leave the 1:1
Manager-Salesperson Accountability Meeting with an Uncomfortable
Feeling


Supercharge Your Sales Leadership – October and November event
info and register