7 reasons salespeople don't improve- the sales experts channel
TRANSCRIPT
7 Reasons
Salespeople Don’t
ImproveWho is coachable?
@icarolemahoney #SalesXperts
Agenda and Format
Intro- How I came up with these reasons
7 reasons:
Salesperson symptom
Sales manager questions
Action to take
Resources and next steps@icarolemahoney #SalesXperts
Introductions
Unbound Growth Founder
www.unboundgrowth.com
linkedin.com/in/carolemahoney
@icarolemahoney #SalesXperts
Source: The Boston Globe & Scott Zolak
The team takes on
the mentality of
the coach.
#mindsetmatters
Supportive
Beliefs
No Need
Approval
Emotional
Control
Supportive
Buy Cycles
Ease
Discussing
Money
No
problem
with
Rejection
Source: Objective Management Group
@icarolemahoney #SalesXperts
@icarolemahoney #SalesXperts
I’m happy right here...
1
@icarolemahoney #SalesXperts
Quota? What quota?
Goal Setting Framework
@icarolemahoney #SalesXperts
1. What is personally meaningful? (Goals)
2. Write it down. (Commitment)
3. What needs to happen and by when? (Milestones & Habits)
4. Share the desired outcome. (Accountability)
5. What does it look like? (Visualization)
6. Chart progress and share it.
@icarolemahoney #SalesXperts
I need more time...
2
@icarolemahoney #SalesXperts
I don’t have time.
@icarolemahoney #SalesXperts
Source: Sales Executive Council
@icarolemahoney #SalesXperts
Source: Sales Executive Council
Of course I want your
feedback...
3
@icarolemahoney #SalesXperts
Do it exactly like so.
@icarolemahoney #SalesXperts
The price is too high, I
can’t...
4
@icarolemahoney #SalesXperts
Your word is your bond and
you do what you say.~First Lady Michelle Obama
@icarolemahoney #SalesXperts
Everything is fine. 5
@icarolemahoney #SalesXperts
I can figure this out...
@icarolemahoney #SalesXperts
I do my best when someone
else pays for it.
@icarolemahoney #SalesXperts
7
Change
hurts.
Contact Me
Carole Mahoney
linkedin.com/in/carolemahoney
@icarolemahoney #SalesXperts