Were sitting down and talking to a counselor what would that counseling session look like you’d be asked a lot of questions that’s right you.
Know how long has it been like that what would better look like and what’s standing the way of progress and if we didn’t do this what else would we do and what we do is we just sit.
There and say how does a deal guys go right okay well you need a yo give me a call that’s not true T that’s one thing that’s sitting around the water cool you know that’s not the job so I think it’s really yeah my dad used to be chief of.
Armor at the Pentagon and one of the things you have plaques on his wall was for.
Us but verify you know old or anything so okay let’s do I trust you can let’s verify that and let’s validate it so if I was to break down each of the areas that you talked about and we won’t take the time to do all of them coaching deals certainly falls into coaching yeah.
You gotta move past the conversation you have past being optimistic and I love the word you use verifiers how often do organizations have verifiers on this on the buy side for their sales process does that happen often not nearly enough you know the whole thing is we focus on.
The sales process and let’s be honest the sales process is there for one reason one reason OMA it’s their support the buying process because the sales rep can go through every step in the sales process except they can’t do one thing legally they can’t sign the contract for the customer so I got to get the customer to the point where day’s finding the contracts so there ought to be you know what Barry trailer my partner.
Always talks about there’s there’s buyer behaviors we should be tracking I remember Johnson and Johnson called them tall gates so in order to move from step a to the cell cycle step B the customer has to do something you know maybe it’s a I sent out a letter just.
Said you know here’s what I learned from the needs analysis is are all these assumptions that I’ve made correct or.
You know just initial yes yes yes yeah well that’s something they’re doing to validate things or when we move yeah.
At this step I want to do there presentation step well was this was the CIO in the move in the room if I’m selling technology if he or she wasn’t okay then.
That’s a lower level of probability you’re down.
Here at this level the CIO has got to sign off on this because this is going to be a million dollar technology expenditure a manager’s not going to.
Haven’t that much signature Authority so it’s really kind of going back through and saying there there are.
Certain things at the buyer level that you ought to be tracking and it’s not just yes I get a pre-sentence great who was in the room I read a proposal okay did you get you know did you send it out to him get it marked.
Up you know redline back on what changes to make because if you didn’t have any changes you winning it.
Send out the terms and conditions does the CFO read them or not you know because we’ve never had a deal ever close without the CFO reading the contract so I asked if there if I.
Was your mom and your dad because maybe they trust you no but that’s probably not the case so that’s a great takeaway for everybody on the webinar.
Make sure your sales process also has the stages in the by process and you have verifiers validators I love the words you use the tollgate to move to annex one and that will empower you as a coach and that’s really the type of thing.
– if managers hold up the allocation of resources until salespeople show the customers and lack step with them that’s a great way of changing the culture is hey I need I need Sally to go with me to do a demo great if we got a letter back from the customer saying that they’re gonna have these people in room no we’ll get that letter and Sally be on the plane I agree with what you just said Jim with the covers we.
Work with I rarely see well-defined verifiers at each stage and it’s something that the rep can’t do only.
The customer can do it and having that changes your ability to coach an opportunity absolutely ok so that’s.
A great takeaway let’s look at a couple of the ones that you talked about and this is great I’m glad you brought up these sections is there any any kind of elements or tactics that you would say on the next one like skills if you’re gonna saying whatever lands to look through to help me know what skills any best practices to make it easier to coach the skills I think it’s going back to.
An identifying what this gets back again for the individualist where am I get you nowhere yeah let’s take a look my strengths.
But if I’m strong on something great yeah maybe there talk to me about it cuz you might get a best practice for me you could share with the rest of the team but I really ought to be focusing on areas where I need improvement and I not only need to understand what those are I need to know what I need to do to get better.
And I need to be held accountable that I’m actually doing those things to get that I love that I think yeah for the same is missing way too often we hopefully you know okay chief Amin you’re not calling high up in the.
Organization and so what you need to do is you know over the next go and utilize you know these tools with you when you go through this call send them when you come back tell me what you think.
Happened on those let’s talk about the experience that you.
Enough because if I didn’t schedule calls I’m not gonna get better get a go actually and you those things or not did we have that discussion or not so I think it’s this whole thing of putting together these plans and then holding not only a Sales Professional account about the manager accountable for it okay do.
We implement so that’s a big Nick what there Jim I find.
Again work with companies around the world unite collaborating on some together I see tons of people having conversations about change and very few making commitments that they will change.
Yeah and then tracking that just like you attract anything else and you talk about three reasons why sometimes it’s culturally sometimes we just don’t take the time to do it in other times it’s technology is that all three that lead to the commitment.