Better One-on-Ones Start Here

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5. What can the Team (or Myself) do to Help You Succeed?
When your team can help you help them, everyone wins. Remember: an individual failure is really a group failure.

With this in mind, be upfront and open about asking your reps what they need, how you can help, what they feel they’re not getting enough of, how you can support them in progressing through a deal, or how they wish they could leverage their network.

Once you’ve gotten their answers, take real and proactive steps to make them a reality. When sales reps see that you are supporting them and taking their needs into consideration as you build out your training programs, it’s easier than ever before to create a sustainable team that meets its goals every month.

The one-on-one is a moment filled with opportunity. By austria telegram data approaching it in a way that is sales-rep-centric and understanding which questions will boost your team morale and give your reps the training and support they need, you can make these regular reviews more efficient, productive, and actionable.We all need “a whack to the side of the head” to snap us out of daydreaming just like Edward de Bono advocated all those years ago. Yet most salespeople are glass-jawed fools because they plan to merely hit their number with spoon-fed leads from marketing, inside sales, or social media activity, sprinkled with a little of their own extra effort.

Wake up! Get off the canvas! Sniff the smelling salts of truth. You’re behind on points, so you’ve gotta find a way to win with a one-two-three knockout combo! Over and over and over again; stick and jab, stick and jab, absorb the knocks; grind it out . . . and then boom!

Professional selling is highly competitive, and there is constant pressure as you battle your inner demons, slugging it out against client apathy, barriers to engagement, and desperate competition. It goes 12 rounds, often 14, and it’s sometimes the technical knockout that wins when a razor-thin margin separates you from your competitor.

You don’t lose sales, competitors outsell you—and the biggest competitor you’ll ever face is doing nothing, aka the apathetic status quo. That’s Ali, that’s Frasier, that’s Tyson . . . for those who really know boxing, that’s Pacquiao or Roberto Duran. Everyone should watch Hands of Stone, about the versatile Panamanian brawler Duran, arguably one of the greatest of all time, who beat Sugar Ray Leonard with strategic combos.