Author: Justina Kristine

Your existing customers’ word-of-mouth Your company’s marketing collateral Your sales team’s ability to answer questions and respond to objections The

Specific, measurable, attainable, relevant, and timely Required, factual, inspectable, and buyer-centric Urgent, important, qualified, and profitable Clear, concise, complete, and

Researching market trends and making sure the team adapts to them Setting team goals and ensuring every team member contributes

Provide the salesperson with a list of options for achieving their goal. Help the salesperson explore their options for getting

They would be better off not implementing a coaching program than implementing an ineffective program. Their salespeople’s performance is unlikely

Different categories of solutions Different solution vendors Whether they want to make a change How much of a priority their

Your product or service A problem they have The principles of an inbound strategy Changes in the market The correct

Fire them. Help them find a different role within your company. Continue coaching them. Leave them on the team but

An underperforming salesperson who is dedicated to improving A top performer who wants to get even better A top performer

Cover everything they might ever need to know and then provide review sessions later on to reinforce what they learned.