Oct 28, 2021
The performance review is usually a formal, pre-scheduled one-to-one conversation that takes place at quarterly / half-yearly intervals.
The main purpose is to review your rep’s results. A secondary purpose is to provide some developmental coaching.
The key thing to keep in mind is that you are there to review the...
Oct 21, 2021
Last week, I gave you some question sets to use when coaching someone on BANT.
This week, we’ll do the same for MEDDIC
There is any number of ways of asking these kinds of questions
What you will notice is that they are not designed to be easy-to answer and there is no ‘one-way’ to answer them.
I want you...
Oct 14, 2021
This week, I’m giving you some question sets to use when you’re coaching BANT.
These are simply questions which you can take, tweak and try out.
These are not for your reps to ask your prospects.
These are here to help you coach your rep.
You need to ask these continuously in all kinds...
Oct 7, 2021
I ran a workshop recently for a bunch of newly promoted Sales Managers and detected a little bit of apprehension. No surprise.
Many sales professionals - even those in senior positions - baulk at the idea of forecasting. Why is this the case?
Here are three myths that tend to surface:
Forecasting is shrouded in...