Presented by:

Tim Hagen, President of Sales Progress

(A Training Reinforcement Partner Co.)

Sales Coaching Hits the Bulls Eye!

10 Funny Views Why Organizations Need Sales Coaching NOW

But Get Ready to Laugh, At Least We Hope So

Reason #1: “Why Are Your Sales Up?”

Sales Rep Response: “I just had a good year and really focused on the client’s needs! I m really good at what I do”

Concern: When asked why sales are low? Sales Rep Response: “Well the economy is really bad and market pressures have margins going lower.”

Time to Laugh: I wonder if reps give the economy credit when things turn around?

Reason #2: “Why is Your New Business Down?”

Sales Rep Response: “I simply have NO time to prospect”

Concern: No time? I wonder if sales people are GREAT at using their time wisely? You can start laughing earlier …

Time to Laugh: New business will magically come in the door alleviating sales people to have to worry about prospecting … it just happens.

Reason #3: “We’re going to Role-Play Today”

Sales Rep Response: “I hate role-playing”

Concern: They hate practicing their craft … huh I wonder if actors just show up on the set and do their shows?

Time to Laugh: Yes lets skip mini camp because I’m too good. I just want to play the game … no practice needed here. Gosh we hate pretentious pro athletes … why do we give sales people free passes?

Reason #4: Do you have time to meet to go over your numbers”

Sales Rep Response: “Not really … I am buried”

Concern: Buried ??? His sales are at 80 % and he needs his manager’s help. Yup time to ignore your manager makes perfect sense.

Time to Laugh: He just left at 5:00 pm to go home. Enough said!

Reason #5: Reps Do NOT Practice Well”

Sales Rep Response: “I’m much better in front of customers”

Concern: Yeah Right …

Time to Laugh: So are public speakers. They are terrible at practicing their speeches but when in front of people they know knock it out of the park. Makes perfect sense!

Reason #6: Sales People are Great Active Listeners”

Sales Rep Response: “I am great at active listening”

Concern: Ask them what is active listening. Most think its hearing the client when in fact its stating back their unique needs related to products or services being sold.

Time to Laugh: When was the last time a person sold you and “thoughtfully” stated back YOUR unique set of needs? Its okay to laugh now!

Reason #7: I Have a Really Veteran Group”

Sales Rep Response: “I ‘ve been doing this for as long time … no needs here”. I could teach my manager what to do!

Concern: Veterans have had a long time to also create really bad habits too!

Time to Laugh: Selling has really changed just in the last 3 to 5 years with social media and networks so when was the last time a sales person came in your office and said “Wow, I really need some uncomfortable change thrown at me. Do you have any time today to get me out of my comfort zone I d really appreciate it!”

Reason #8: Relationship Building Is Fragile

Sales Rep Response: “My client’s love me. They know they can call me anytime”

Concern: In reference to sales rep response … can’t the competition say the same thing?

Time to Laugh: Ask a sales person: When was the last time you did something that really deepened the relationship from an action perspective to a point where the competition could not even crack the door open? The facial expression is priceless and that’s where you can laugh!

Reason #9: “Leave Bob Alone he’s a Few Years Away from Retirement

Sales Rep Response: “I ‘m close to retirement and just want to run my territory and not be bothered.”

Concern: Bob is still an employee and rules being changed because of

tenure must also then be implemented for new sales people because they

have not had enough time!

Time to Laugh: Yes let’s leave Bob alone and make the decision that a person who is retiring, does not want to change, etc. will blow the market wide-open being left alone! Makes sense and the rest of the staff will love this type of manager!

Reason #10: Rhetorical Question at Staff Meeting: We ‘re Going to Hit Our

Numbers Everyone, Right?

Sales Rep Response: Nodding of head (start laughing now because about 50 % of people do not hit their numbers due to a variety of research

Concern: CSO Insight reports anywhere from 48 % to 52 % of sales people do NOT hit their numbers so why would any leader who is NOT coaching accept a response in the setting typically found in sales meetings?

Time to Laugh: Wouldn't it be great if a rep stood up and said: “Not me! I’ m terrible at price objections and boy I cannot close if my life depended upon it. So just to properly set expectations I will be at about 75 % unless a major surprise comes my way.” Its not what we want to hear but its honest and deals with reality!

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http://www.salesprogress.com/coaching-leadership/

Thank You

I hope this white paper has helped you with some new approaches to driving your team’s selling success.

Tim Hagen

President of Sales Progress LLC and Training Reinforcement Partners

For additional information, read our white papers:

http://www.salesprogress.com/7-step-sales-training-strategy-0

http://www.salesprogress.com/price-objections-are-your-opportunities

http://www.salesprogress.com/7-ways-to-start-sales-coaching#.UxY0m-NdWN0

Contact Us

For more information, please visit us at: www.salesprogress.com

About Tim Hagen Tim Hagen founded Sales Progress, a Training Reinforcement Partner Company, in 1997. Tim has authored the Sales Progress Coaching Training System™. This system teaches sales and non- sales leaders how to systematically coach their employees to dramatically higher levels of performance!

Ask About Our “Sales Progress Coaching Training System” “Where We Build Managers Into Powerful Sales Coaches”

Phone: 262-377-5655 Email: tim@salesprogress.com Cell: 262-227-8563 Website: www.salesprogress.com Blog: http://www.salesprogress.com/coaching-leadership/ LinkedIn: http://www.linkedin.com/in/timhagen

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