Enabling Your Sales Team for High-Performance in 2019: The Critical First Step

Presented by

C. Lee Smith, The Sales Discovery Process Expert

About this talk

In sales, as in medicine, prescription before diagnosis is malpractice. Whether the objective is to grow an account -or to grow and develop a salesperson - the discovery stage is critical to your success. Enabling a sales team for high performance requires an understanding of the wants, needs, skill gaps and behavioral tendencies for each individual salesperson. Many managers limit their effectiveness by falling back on the activities found in the CRM, but the things that lead to higher performance – attitude, motivation, sales aptitude and (the typically overlooked) soft skills – can also be measured. These analytics often reveal WHY sales representatives aren’t selling more and reaching the next level of sales performance. Mastering these metrics, and how to use them, makes it easier for managers to adapt sales coaching, development and reinforcement of sales training for maximum and sustainable impact. You will learn: 1.The 10 things sales managers must know about every sales rep that you won’t find in Salesforce. 2.How sales team discovery improves the effectiveness of sales training, coaching, motivation and employee engagement. 3.Which people skills (soft skills) are most important for peak sales performance. 4.How the discovery process stacks the deck in your favor when hiring and retaining your best performers.

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