Do any of these statements sound familiar? "We need our reps to do better discovery! Let’s do a refresher training on that." "Our reps need to shift from a product-focused transactional selling to value-based consultative selling." "Why do we need to train our reps on qualification again? We just did a session at SKO?"

Everyone seems to recognize that sales managers should be coaching. But how? What exactly should they do to maximize their limited and valuable time to get the results they need? In this eBook on Sales Coaching Excellence, Mike Kunkle of Transforming Sales result explains how to maximize results from coaching: Determine where to spend your limited coaching time Use the ROAM model to analyze gaps and know what to coach Determine how to close the gaps (the best solution) Use a behavioral model for field training that gets results Use a behavioral model for sales coaching that gets results Get into a regular cadence of coaching   Download Transforming Sales Results' eBook, "Sales Coaching Excellence" today and get started on your journey to a best-in-class sales force.

Are you struggling to improve adoption of your sales methodology or deliver outcomes with your sales performance improvement initiatives? Do you want to guide behavior changes in your sales force? Or do you simply want to improve the outcomes and ROI for your sales training? Click below to download your copy of Transforming Sales Results' latest eBook, "The Sales Learning System with the 5 Stages of Sales Mastery & Behavior Change: How to Get Adoption and Deliver Outcomes with your Sales Performance Improvement Initiatives."

Everyone seems to recognize that sales managers should be coaching. But how? What exactly should they do to maximize their limited and valuable time to get the results they need?

Surgeons and pilots save lives using checklists. How can you use sales playbooks to save deals and help your team achieve their goals? How many lives were saved using checklists?  What mistakes do B2B salespeople often do?  How about sales managers - what mistakes do they repeat?  How can a checklist prevent common mistakes and help us sell more?

Often, salespeople will alter or fudge their forecast to present to upper level management. This never ends well. This webcast will teach managers how to coach using forecasts by their sales team members to identify performance opportunities and ultimately to help each sales team member become more honest with themselves. This webcast will teach five specific strategies of how a forecast can lead a sales manager to understanding each employee's strengths and areas of opportunity to improve.

Building and maintaining a qualified funnel large enough to consistently make plan is a challenge for many sales reps and their managers.  

Map our your unique sales process in minutes. A well-designed sales process allows the replication of best practices, introduces a shared sales language, discipline, and minimizes risks for both buyer and seller. It's a powerful concept. But, where to begin? Download this interactive Excel tool to: Define your ideal customer profile. Identify which prospects to pursue (and which not to). Capture knowledge and best practices from your team. Outline qualifying criteria, milestones and steps that build value. Sequence steps and milestones to ensure pipeline momentum. In short: plug in your information and get some inspiration from this tool - finish with a killer sales process to increase win-rates and deal sizes!

Sales is in an effectiveness crisis, with 47% of sales professionals failing (according to CSO Insights studies). It's easy to blame outside factors. But the truth is, if we're going to turn sales performance around, we have to take a good, hard look at sales process.  To achieve consistent results, your sales team needs an actionable and measurable sales process consisting of your best practices. It needs to be repeatable and easy to follow. Download this white paper to: Learn why mapping out a formalized sales process is worth the effort. Get practical guidance on how to do it successfully. Learn how technology makes effective execution achievable for any sales organization. See inside an organization that increased their profit margin by 50% by better executing their sales strategy.

You want your managers and leaders to coach more. You know coaching is a foundational skill, one that drives both engagement and impact. When you have a successful coaching culture, teams are stronger, and results are better. But if you're like most organizations, you've struggled to get your coaching culture to flourish. In this session, you'll roll up your sleeves and blow up some of the old rules. 

70% of all change initiatives fail and 16% of a workforce will change their job or use their power to stop change.  Talk about major disruption with no benefit.  To fail and lose 16% of your workforce while being unsuccessful is a pretty scary proposition.  For sales professionals, ultimately you sell change through offering a new environment with the solution or product you offer.  

If you don’t have a good email list, you can’t build your sales funnel. A good list will convert 22% and greater, generating replies and setting the stage for appointment setting. A bad list can result in response rates as low as 0% - and worse, being blocked from sending emails.

People don’t want to be sold—but they do want help fixing their most pressing problems. Becoming a master at consultative sales will help you earn prospects’ and clients’ trust faster and easier.

Professionals lose 31 hours per month in unproductive meetings or approximately four days per month.  This figure makes it pretty clear, we need to improve meetings.  Meetings are critical to getting things done so we just can’t stop meeting.  Almost all meetings and anything critical to change in a business involves negotiation.  The problem with negotiation is once that word comes up everyone thinks competition and win at all costs, which is completely wrong on every level of business.  

The first edition of Selling to the C-Suite was an instant classic. Based on 10 years of empirical research with more than 500 global CXO-level executives who were asked about their relationships with professional salespeople, it revealed why some salespeople gain trusted advisor status while others get the ejector seat. The first edition became a sales best-seller and has already had a major impact on the sales profession.

Depending on which sales research you’re reading, Win Rates hover under 50% and No Decision rates vary greatly from 25% to over 50%. The bottom-line? We can do better. And many of us need to make our number.

It is a fact—you can’t move from a needs-based selling proposition to a value-based proposition without knowing how your customer creates value. Unfortunately, most salespeople don’t have a clue how their customers create value, or what questions to ask about the value creation process to uncover hidden needs. In this session, you will learn what your salespeople need to understand about the customer’s value chain, and how to uncover the hidden needs in order to improve that value creation process. As a result, your salespeople will be able to create greater differentiation and generate higher win rates.

If sales managers, who have underperforming teams, should have teams with a minimum of 70% of their team hitting the goals, anything less is not acceptable. An overall goal does not dictate that a team's performance is improving. This webcast will teach three specific sales coaching strategies for underperforming teams.

You may be familiar with IQ, which measures your cognitive intelligence.  But has anyone ask you about EQ or Emotional quotient? What is EQ? Emotional intelligence is your awareness regarding your actions and feeling, including how they affect the people around you. Successful sales professionals have a VERY HIGH EQ. They understand how to work with people and work within situations.

Distribution channel partners have their own priorities. Getting their time and attention can be an enormous challenge. But if your success depends on distributors, dealers, agents or retailers selling your products, engaging these channel partners is mission critical.

Modern, enterprise B2B buyers have no tolerance for "Jedi mind tricks."  And as professional, consultative sellers, we shouldn’t want to foster an environment where we "overcome" our buyers’ "objections." Could anything be less consultative and more combative?

If it is true that many organizations spend $10 - $12 thousand on hiring individuals and only $2 thousand per year on sales training, that means that what organizations do spend on sales training needs to count. Making sales training and enablement count requires program design that aligns with the needs of the business. 

Sales manager leadership has the single biggest impact on salesperson performance, as long as it is the right type of leadership. Sitting down with your salespeople every month to review sales results and revenue is like only looking out the rearview mirror when driving. Effective sales leadership is not just looking at where your salespeople have been but where they are going.  

You’ve mastered marketing campaigns, but there’s more to email, events and digital marketing if you want to drive sales qualified leads. It’s time to elevate your marketing and sales approaches to convert those marketing qualified leads into the sales pipeline.