Mar 25, 2021
When you hear the term sales competency framework, what comes to mind?
For most sales people, that sounds like a HR term.
A good competency framework is going to help you to map out the ideal characteristics of the right salesperson.
It’s also going to help you to know when to promote that person and how to review...
Mar 18, 2021
Last week, we focused on the kinds of questions you can ask in #Pipeline Reviews and #deal reviews.
We emphasised the fact that great sales coaches approach conversations from a position of ‘appreciative enquiry’.
We ask a coaching question because we are genuinely interested in the person and their response.
What...
Mar 11, 2021
I watched a coaching conversation on Teams recently as part of a 9 week program I am running to train sales managers to coach their salespeople.
What was striking was the conversation balance between the manager coaching and the A/E being coached.
Who do you think did most of the talking? It was the Manager when it...
Mar 4, 2021
What is the modern seller?
Who are they? What do they do? How can you find them?
And if you want to hire them and develop them, how do you do that?
@Brian Signorelli is Senior Director of Sales at Hubspot, the sales, marketing and CRM platform.
Brian has written the book on Inbound Selling with a forword...