Sales Coaching: When They’re Doing ‘All the Right Things’ and Still Not Hitting Quota

WHY ATTEND

When you’re a sales manager who demands high performance from your reps, there’s nothing more frustrating than a rep who shows great potential, but inconsistent results.

You know the type: They’ve always got business in the pipeline and they talk a great game. They follow your direction to the letter. Yet, the only orders making it to the closing table are small. You’ve tried pushing them to do better, but any improvement is short-lived. As soon as you take the pressure off, the results slide back to mediocre.

So what are you supposed to do? Issue a do-or-die ultimatum to force better performance?

You may get there eventually but there’s a better first step. Effective sales coaches start by setting crystal clear performance standards for sales behavior and holding their people accountable to them.

This webinar, featuring globally recognized sales expert Paul Cherry, delivers a plan that does exactly that. You’ll learn how to implement a five-step accountability system that’s effective because it manages behaviors, not numbers. And you’ll gain a deep understanding of how to coach for success, getting your team to embrace performance standards so you’re no longer reacting to mediocre outcomes.

LEARNING OBJECTIVES

In this webinar you’ll learn how to:

• Implement performance standards that your team members will embrace
• Set a tone that emphasizes actions over words
• Create a 5 step accountability system that motivates your people
• Manage behaviors instead of numbers
• Coach for success, so that you no longer have to react to mediocre outcomes

ABOUT THE SPEAKER

Paul Cherry is President of Performance Based Results, an international sales and leadership training organization and has taught more than 250,000 sales professionals to date. Johnson & Johnson, US Department of Energy, Blue Cross, DuPont, Moody’s, Shell Oil, Harley Davidson, and Wells Fargo are just a few of the 1,200 clients Paul has worked with. He has written over 200 articles for leading industry publications and is the author of Questions That Sell (AMACOM) and Questions That Get Results (John Wiley & Sons). Paul has more than 20 years of experience in sales, management, executive leadership, and performance improvement strategies. Paul teaches at The Iacocca Institute at Lehigh University.