Building Sales Confidence and Motivation How to Coach Sales - - PowerPoint PPT Presentation

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Mar 29, 2023 203 likes •462 views

Building Sales Confidence and Motivation How to Coach Sales Performance Dean Mannix CEO and Salesman 3 Conversations 1. Whats motivating people in 2018? Things dont change, People change. 2. Coaching performance Thoreau 3.

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Building Sales Confidence and Motivation

How to Coach Sales Performance Dean Mannix

CEO and Salesman

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3 Conversations…

1. What’s motivating people in 2018? 2. Coaching performance 3. Leveraging sales meetings as a “supporting ritual” Things don’t change, People change.

Thoreau

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My “go to” models/ philosophies

n motivating team members are…

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MY Needs Unmet + MY Needs Pursued = Motivation

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Meeting a salesperson’s needs…

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Meeting Higher Level Needs = Better People

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My “go to” strategies for improving people’s performance are…

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Reflection…

The ultimate “free kick” in leading and coaching.

PERFORMANCE PLATEAU

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Reflection…

The ultimate “free kick” in leading and coaching.

PERFORMANCE PLATEAU PERFORMANCE PLATEAU

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Performance Model…

Performance is DRIVEN by a combination of 5 drivers. And DETERMINED by the weakest of the 5

PERFORMANCE PLATEAU

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What do you need to HELP your people to reflect more on?

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How does all we’ve spoken about relate to sales meetings?

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Sales Meetings…

PERFORMANCE PLATEAU

What’s the data say?

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Sales Meetings…

PERFORMANCE PLATEAU

De-Motivators!

1. Starting late
2. Mixing Admin and Sales
3. Allowing absenteeism
4. Avoiding confrontation of limiting beliefs

and destructive commentary

5. Glossing over success or failure
6. Failure to capture commitments to review
7. Going through the motions

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Sales Meetings… What is the “purpose”?

Create Sales Urgency

I feel a sense of urgency in following through on commitments...

Enhance Sales Skills

I feel better equipped to execute critical tasks…

Challenge Sales Priorities

I feel challenged around my priorities and focused

n what’s important…

Energise Sales Activity

I feel inspired to do more and be better...

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Sales Meetings…

PERFORMANCE PLATEAU

PDA the meeting weekly
Email admin/ info
Discuss in Monday afternoon

wrap up if it needs to be explained

Split your Monday morning

meeting

Avoid the “Admin Trap”

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Sales Meetings…

PERFORMANCE PLATEAU

Make it a Skill Building Forum…

Prepare Friday
Check in with the team on “next

week” just after lunch or before lunch Friday

Communicate an agenda in writing

Friday afternoon

Focus on a specific skill each

fortnight (or week) for 60 – 90 days

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Sales Meetings…

PERFORMANCE PLATEAU

Make it a Skill Building Forum…

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Sales Meetings…

PERFORMANCE PLATEAU

Make it a Skill Building Forum…

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Sales Meetings…

PERFORMANCE PLATEAU

Make it a Skill Building Forum…

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Sales Meetings…

PERFORMANCE PLATEAU

Facilitating

1. Inspire them with your activity plan/

focus for the week

2. Talk about progressing and closing “live”

deals

3. Role play objections and barriers
4. Create and share your coaching focus for

the week

5. Avoid promotion of dead silences
6. Water the wall flowers
7. Be obvious about your observation plan

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3 Conversations…

1. What’s motivating people in 2018? 2. Coaching performance 3. Leveraging sales meetings as a “supporting ritual” Things don’t change, People change.

Thoreau

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