Productive Leaders

Ph.D., CSP, CDR, US Navy Ret.,
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team, sales,leadership

Coaching Your Sales Teams to Better Prospecting and Higher Close Rates

Last week I was conducting two sales training programs for really good sales leaders who are trying very hard to be great coaches and mentors for their teams. Here are some of the highlights that I thought might be helpful.

As a sales leader, it is important to constantly coach and develop your sales team to help them improve their performance and achieve better results.

Ways you can coach your sales team for more effective prospecting, a higher appointment rate, and a higher close rate:

1. Set clear goals

2. Provide training and sales mindset resources.

  • The book A Mind for Sales is a great tool.
  • Provide your team with support and guidance as they work to improve their sales conversations.
  • This might include one-on-one coaching, feedback on their performance, or help with difficult prospects.

3. Prospect better
Encourage your team to ask questions of their prospects and clients to better understand their needs and pain points. This can help to identify opportunities for your product or service.

  • Use targeted lists.
  • Create targeted lists of potential prospects based on factors such as industry, company size, location, and specific needs or pain points.
  • Research your prospects.
  • Research your prospects thoroughly to understand their needs, pain points, and decision-making process. This can help you tailor your sales pitch and better address their specific needs.
  • Personalize your approach.
  • Personalize your approach to each prospect by tailoring your sales pitch to their specific needs and interests. This can help to establish trust and credibility.
  • Utilize social media and networking events.
  • Leverage social media and networking events to connect with potential prospects and build relationships.
  • Practice using email and phone scripts. These are not to be used as canned responses, but as practiced and polished ways to communicate better. Use email and phone scripts to help guide your communication with prospects and ensure that you are covering all the key points in your sales pitch.
  • Utilize referrals. Cherish all referrals. Leverage referrals from current clients to connect with potential prospects.

4. Help your team overcome objections and objections from prospects by providing them with the tools and resources they need to address common concerns. This can be managing their time or their reluctance to make the phone call.

5. Following up consistently is crucial to the sales process. Make sure to follow up regularly and consistently to keep the conversation going and move prospects through the sales funnel.

There are several specific actions salespeople can take to follow up better with their clients:

  • Set follow-up reminders for yourself to ensure that you are consistently following up with your clients.
  • Personalize your follow-up by tailoring your message to your client’s specific needs and interests.
  • Offer value in your follow-up by providing your clients with valuable information, resources, or insights that can help them solve their problems or achieve their goals. Provide information they can use.
  • Be timely in your follow-up and respond to your clients’ inquiries or requests in a timely manner.
  • Be persistent in following up with your clients, but make sure not to be pushy or aggressive. It is important to strike a balance and respect your clients’ boundaries.
  • Use a variety of communication channels, such as email, phone, personalized notes, or social media to reach out to your clients and ensure that you are able to connect with them in the way that is most convenient for them.

6. Provide praise. Regular feedback is an important part of the sales coaching process. Provide positive, constructive feedback on performance to help them improve and succeed.

7. Celebrate successes. Recognize and celebrate your team’s successes, whether it is through praise, recognition, or incentives. This boosts morale and motivation. It lets people know that their work is appreciated.


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