PrintGrowPro | SalesGrowPro. Improve your sales team results. Call today at 314.753.2802
Go to Home page
Top navigation bar. Choose: Home or About pages. Go to Home page Go to About page Go to Virtual Training page
Sales 101: Sales Coaching — Not Just For Rookies (or under-performers)

Posted on June 28, 2011 under Sales 101.

 

To:  Owners, CEOs, COOs, EVPs, SVPs

From:  Craig McConnell, President,  PrintGrowPro, Inc. & SalesGrowPro, Inc.

Day in, day out, how productive is your sales force? 20%?  30%? 40%?

I find that all too often, owners (across all industries)  have an inflated opinion of the competency of their sales team  –  with  drastic long term results.  The perpetuation of this kind of sales force mediocrity can be tied to many things (bad hires, no written goals, a lack of accountability), but one thing is certain:  for small and mid-sized companies, the risk of having your sales team be the most underutilized resource in your company will create a corporate culture that nurtures underperformance  -  across all departments.

In  many companies, effective, hands on sales management is what is lacking:  someone who will coach, train, mentor, and hold accountable.

Unfortunately, in many companies, coaching is an after thought or  a tool that is provided (only) to the ‘newbies’ and under-performers. 

Ever wonder why Dirk Nowitski has a jump shot coach?  Rafael Nadel a back hand coach?  It is certainly not because they are under-performers.

If you’re not using coaching to support your top producers, you’re preventing them from reaching their potential — personally and professionally.

If you’re not using sales coaching to support your top producers, you’re preventing them from creating new solutions for old problems.

If you’re not using sales coaching to support your top producers, you’re preventing them from creating positive changes within your organization.

As always, thanks for being here, make it a great week and pay it forward.
 

 Craig McConnell, President, PrintGrowPro/SalesGrowPro

www.printgrowpro.com

“Great selling is a process artfully done.”  

Follow me on Twitter  -  http://twitter.com/printgrowpro 


Comments Off
Thought(s) for the Week

Posted on June 26, 2011 under Thoughts for the Week.
 

As always, thanks for being here, make it a great week and pay it forward.
 

 Craig McConnell, President, PrintGrowPro/SalesGrowPro

www.printgrowpro.com

“Great selling is a process artfully done.”  

Follow me on Twitter  -  http://twitter.com/printgrowpro 


Comments (0)
Thought(s) for the Week (from Benjamin Franklin)

Posted on June 20, 2011 under Thoughts for the Week.

1. TEMPERANCE Eat not to dullness; drink not to elevation.

2. SILENCE Speak not but what may benefit others or yourself; avoid trifling conversation.

3. ORDER Let all your things have their places; let each part of your business have its time.

4. RESOLUTION Resolve to perform what you ought; perform without fail what you resolve.

5. FRUGALITY Make no expense but to do good to others or yourself; i.e., waste nothing.

6. INDUSTRY Lose no time; be always employed in something useful; cut off all unnecessary actions.

7. SINCERITY Use no hurtful deceit; think innocently and justly, and, if you speak, speak accordingly.

8. JUSTICE Wrong none by doing injuries or omitting the benefits that are your duty.

9. MODERATION Avoid extremes; forbear resenting injuries so much as you think they deserve.

10. CLEANLINESS Tolerate no uncleaniness in body, clothes, or habitation.

11. TRANQUILITY Be not disturbed at trifles, or at accidents common or unavoidable.

12. CHASTITY Rarely use venery but for health or offspring, never to dullness, weakness, or the injury of your own or another’s peace or reputation.

13. HUMILITY Imitate Jesus and Socrates.

As always, thanks for being here, make it a great week and pay it forward.
 

 Craig McConnell, President, PrintGrowPro/SalesGrowPro

www.printgrowpro.com

Follow me on Twitter  -  http://twitter.com/printgrowpro 

Visit me @ YouTube:  printgrowpro1


Comments (0)
Happy Father’s Day

Posted on June 18, 2011 under Happy Father's Day!.

Dmitry Mozzherin - Son and Dad          Shane Perry - knew dad 

  •  
  • Danielle Toews - Daddy Dance    Adrienne Fox-Keesic - Cycling   

      

    As always, thanks for being here, make it a great week and pay it forward.
     
    PS:  Corey and Ross  –  I’m proud to be your Dad. 
     

     Craig McConnell, President, PrintGrowPro/SalesGrowPro

    www.printgrowpro.com

    “Great selling is a process artfully done.”  

    Follow me on Twitter  -  http://twitter.com/printgrowpro 


    Comments (0)
    Thought(s) for the Week

    Posted on June 12, 2011 under Thoughts for the Week.

    As always, thanks for being here, make it a great week and pay it forward.
     

     Craig McConnell, President, PrintGrowPro/SalesGrowPro

    www.printgrowpro.com

    “Great selling is a process artfully done.”  

    Follow me on Twitter  -  http://twitter.com/printgrowpro 


    Comments (0)
    Sales 101: “Great selling is a process artfully done.”*

    Posted on June 7, 2011 under Sales 101.

    Any idea what an unconscious competent sales person is?

    An unconscious competent is someone who is competent at what they do, but are clueless as to what makes them successful.  I guess you could call them a natural?

    There are three significant downsides do being an unconscious competent.

    1)  If you are an unconscious competent, your sales efforts are always going to be inconsistent.  You don’t have a process that you are following.  You do it one way today, a different way tomorrow, and another way next week.  You never have a consistent level of performance because you’re ‘winging it’.  An unconscious competent is never going to get the consistent sales results they are looking for.

    2)  The second problem with being an unconscious competent is that if a sales rep doesn’t have a system that he or she is  working with, or a system we are basing on certainly levels of performance, it’s hard (if not impossible) to improve.  It’s pretty hard to get better if you don’t know what is causing you to be successful in the first place.

    3)  And last, but certainly not least, heaven help the unconscious competent who becomes the sales manager.  If you’re the sales manager and you are an unconscious competent, your coaching/teaching would sound something like this:  “I don’t know really; just watch me and do what I do.”  If you have a process (a selling system) that you’re leaning on, if you clearly understand what makes you successful, then it is much easier to teach that to others.

    Selling is an art and a science.  You have to respect the art, but you can’t ignore the science.

    “Great Selling Is a Process Artfully Done”*

     Typography inspiration
     
     
     

     

    As always, thanks for being here, make it a great week and pay it forward.
     

     Craig McConnell, President, PrintGrowPro/SalesGrowPro

    www.printgrowpro.com

    Follow me on Twitter  -  http://twitter.com/printgrowpro 

    *Steve Mulch, President, Veritas Training


    Comments (0)
    Thought(s) for the Week

    Posted on June 5, 2011 under Thoughts for the Week.

    As always, thanks for being here, make it a great week and pay it forward.
     

     Craig McConnell, President, PrintGrowPro/SalesGrowPro

    www.printgrowpro.com

    “Great selling is a process artfully done.”  

    Follow me on Twitter  -  http://twitter.com/printgrowpro 


    Comments (0)
    Post Subscriptions