Where do your sales managers focus their coaching attention?  Are the “problem children” on your sales team getting too much attention?  Chances are, your sales managers are not investing enough time coaching salespeople in general.  And if they are, they may not be spending enough time coaching the high-performing and high-potential salespeople on your team.  Instead, it is often the low performers who steal all the time, energy, and attention from your sales manager.  However, the payoff from focusing high-quality coaching on high-performing and high-potential salespeople can be enormous.

In this 60-minute live broadcast, sales development expert and author Mike Carroll will explain how sales managers fall into this trap and how to get out of it.  Mike will share a proven sales coaching framework and then walk through how to apply it when working with high-performing salespeople, high potential salespeople, as well as how to apply it to the salespeople on your team who make the top half possible.

Topics included:

• Attributes of a quality sales coaching conversation
• How to engage and challenge your top salespeople
• Making incremental progress with your high potential salespeople
• Staying consistent and connecting your coaching conversations
• Leveraging sales meetings to reinforce coaching trends
• Running an effective call review
• Effective pre-call planning

 

As Founder and Managing Partner of Intelligent Conversations, Mike Carroll brings more than 30 years of business-to-business sales experience to help middle-market companies drive remarkable growth.  Mike works hands-on with senior executives, sales leaders, and salespeople to build profitable sales cultures.  He has transformed hundreds of sales teams by changing behaviors and leveraging proven methodologies to increase sales and improve profitability.  While Mike is proud of the impact he has had on thousands of sales professionals and sales leaders across North America, he takes tremendous satisfaction in helping CEOs, owners, and executives eliminate their uncertainties and doubts when making decisions about their sales team.  His new book, The Sales Team You Deserve, is available on Amazon.