Previous posts in this series have focused on changing the attitudes and habits of sellers. Just as important is an evolution in the way sales managers relate with their sellers.
It’s increasingly important, for instance, that sales managers schedule time for coaching.
These one-on-one coaching sessions should be positive, collaborative experiences during which both the sales manager and seller are on the “same side of the table,” using the CRM system as a tool, and working through issues and finding solutions as a team. Save the pressure for the forecast discussions; these coaching sessions are for digging into advancing the deal.
Weekly coaching sessions will result in greatly improved sales effectiveness and—just as valuable—increased adoption of the CRM system by sellers.
Train your sales managers to model the performance they expect from the sellers. This valuable process is made easier with the adoption of contemporary sales methodologies, evidence-based milestones, value-added CRM software plugins, and insightful deal-coaching frameworks.
These steps will help your sellers embrace your CRM system, improving the quality of information entered and the accuracy of your forecasts.
The result? Bigger sales in a lot less time.
Want to learn more? Download “Get Bigger Deals Done Faster,” our free how-to guide that will show you how to boost CRM adoption among your sellers and increase forecast accuracy.