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How to Hire and Build Sales Superstars, Sarah Wirth

Posted by Wes Schaeffer | Apr 16, 2019 4:10:00 AM

Why and how to coach sales superstars 

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Sales Tips you'll learn today on The Sales Podcast...

  • Consistency is key to success for successful sales managers
    • Feedback
    • Career discussions
    • One-on-one sessions
  • They are usually non-quota-carrying managers
  • Top sales reps think they want to be left alone but they do appreciate good coaching and guidance
  • Most sales managers were promoted into the position from a top sales role but were never given any guidance on how to be a successful sales manager
  • That's why they focus on helping the sales managers
  • This training is for the benefit of the sales managers.
  • It's not a knock on you to get help.
  • It's a compliment that leadership wants to invest in you.

Related Articles:

  • Invest in all of your salespeople with basic coaching and feedback.
  • If your people aren't performing then it's a different support and accountability model.
  • She has a slight preference for promoting from within
    • Familiarity and credibility
    • Shows a career path
  •  Sales managers need to lead, so as long as they can lead they can come from outside the industry
  • The best sales managers track the activities of their sales teams but they know what to focus on and limit it
  • The best sales managers know how to be flexible
  • Great sales managers do team meetings less-often—maybe monthly vs. weekly—and they're more focused on education
  • They're building from relationships
  • They make their salespeople feel as though they are appreciated as individuals, not just workers
  • They're accessible
  • Consistent, documented feedback is key. This helps you stay ahead of the curve when faced with under-performers
  • Salespeople are looking for feedback and guidance
  • Should your senior salespeople train new salespeople?
  • Get your salespeople outside their comfort zones. Create experiences for your team to get them to stretch and grow.

Links Mentioned In The Sales Podcast

Topics: The Sales Podcast, Marketing Automation, Digital Marketing

Written by Wes Schaeffer

Wes and his wife just celebrated their 25th wedding anniversary. They have seven kids, which means Wes is motivated to find what works and help you apply it to grow your sales so he can buy diapers, groceries, braces...and bourbon.

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