How Sales Managers Can Help Salespeople Conduct Significantly More Effective Sales Calls

Isn’t conducting professional, effective sales calls one of the
main responsibilities of a being a salesperson? After all, the
word sales is in the job title. If there’s one thing a
“salesperson” should be able to do well, it’s to conduct a sales
call! Therefore, isn’t it then incumbent upon sales managers to
ensure that their people are indeed proficient at this essential
skill?


In Episode 61 Mike shares the most prevalent sins he regularly
sees salespeople committing – whether it’s the “show up and throw
up / spray and pray” approach entering the meeting in pitch mode,
talking first, talking too much, not sharing an agenda and
getting the customer’s buy-in, weak probing and discovery, or not
fleshing out obstacles and objections and not securing and
scheduling next steps – and challenges managers to raise their
own game when it comes to coaching sellers to better prepare for
sales calls.


Mike makes the case that if managers would be more
rigorous/focused/specific/intentional when helping salespeople
prepare for sales calls, that much of that rigor would stick and
that many sellers would continue to prepare better for meetings
even when the manager is not assisting or coaching them.


Take a listen for Mike’s basic best practices on prepping
salespeople for sales calls and be sure to grab the free Pre-Call
Planning Checklist (one of the bonus resources from the new book,
The First-Time Manager: Sales) that he offered to podcast
listeners.


RESOURCES MENTIONED:


Episode 18: Ineffective Sales Calls, Premature
Presentations/Demos, and Selling Like Everyone Else Gets You
Commoditized


New Sales. Simplified. (the book)


The New Sales. Simplified. Video Coaching Series


Pre-Call Planning Checklist


 


JUST ANNOUNCED: 


We have secured dates for the next two Supercharge Your
Sales Leadership events at the Porsche Experience Center in
Atlanta! Get more info on the packed agenda, premium venue, and
powerful outcomes at mikeweinberg.com/atlanta2024.  Limited
to 50 sales leaders. All prior 13 events have sold out so reserve
your spot now for the February or April sessions!