Sell it or Schedule it: Train it and Coach it.
Now that you know the elements of Sell it or Schedule it, what are the skills to develop to train it or to coach your sales associates?
If you need to increase the team close ratio, what are the actions in the sales process that will accomplish that? Which steps in Sell it or Schedule it will raise their success rate? How are you going to do that?
And once you train a selling skill, how are going to coach it - formally and Informally?
How will you structure your observations on the floor to watch for specific selling actions? And what are the highest impact actions you are looking to find?
How will you structure your observations on the floor to watch for specific selling actions? And what are the highest impact actions you are looking to find?
As a sales manager, expanding your knowledge and perspective are fundamental actions for you to take for your team to develop their skills and improve their results.
Now, go sharpen your training and coaching skills!
oxo,
Jody
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