Sales Coaches

Nov 15, 2023 05:00am

By Jody Seivert

Under Action plan, Retail, selling, Sales Managers, Sales Coaches, Build Habits, Goals, Closing & Achieve

1 min read

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In an earlier blog, we looked at ACTIONS – since actions are the only things that produce results. Actions are also measurable and observable so we can see if they are working.

When we evaluate performance, we need to look at the specific actions we took and the quantity of those actions. Did we take ENOUGH of them?

Or, did we need to take more impactful actions? Did we do things that were easier or more comfortable or more familiar – that didn’t work – instead of actions that would have bee…

Nov 15, 2023 05:00am

By Jody Seivert

Under Action plan, Retail, selling, Sales Managers, Sales Coaches, Build Habits, Goals, Closing & Achieve

1 min read

Nov 8, 2023 10:00am

By Jody Seivert

Under Action plan, Retail, selling, Sales Managers, Sales Coaches, Build Habits, Goals, Closing & Achieve

1 min read

Evaluation

As the year starts to wrap up, we have addressed finishing strong - and the actions associated with that – so that we can carry this perspective into the end of the year.

Progressing further into the final quarter, and in preparation for setting goals in December, we want to take a hard look at the year – what worked and what didn’t work – so that we can effectively and objectively evaluate actions that did, or did not, produce results.

Objectively evaluating performance can be tough – we want…

Nov 8, 2023 10:00am

By Jody Seivert

Under Action plan, Retail, selling, Sales Managers, Sales Coaches, Build Habits, Goals, Closing & Achieve

1 min read

Oct 25, 2023 10:00am

By Jody Seivert

Under Closing, Consistancy, Action plan, Creating Urgency, Change, Goals, #SellItOrScheduleIt, Build Habits, Sales Coaches, Coaching, Sales Managers, sales, Results & Retail

1 min read

Bear Down

The strategy for coming from behind has MORE actions than the strategy for making goal when you are on track to do so.

That means elevating expectations and perspective of what it will take…to aim higher and be prepared to do what you need to do to achieve the goal.

That also means MORE outreach calls. Making more appointments. Closing more appointments and more sales…and doing more with the time you have or maybe extending the time needed to each segment of the period.

Notice your reac…

Oct 25, 2023 10:00am

By Jody Seivert

Under Closing, Consistancy, Action plan, Creating Urgency, Change, Goals, #SellItOrScheduleIt, Build Habits, Sales Coaches, Coaching, Sales Managers, sales, Results & Retail

1 min read

Oct 18, 2023 10:00am

By Jody Seivert

Under #JodySays, Action plan, Sales Coaches, Sales Managers, Opportunities, strategy, solutions, Closing, #closeratio & Excellence

2 min read

Coming From Behind

Are you falling short of your goal this period? Do you have ground to make up before the period ends?

Coming from behind is a skill and a process. And it’s a skill and a process that you will use more than once, as falling short of goal is not unusual even when the intention is to make goal consistently and to stay on track.

The process needs to be high impact…meaning it needs to produce results quickly. To do that, look to the business that is closest and easiest to close: appointments that …

Oct 18, 2023 10:00am

By Jody Seivert

Under #JodySays, Action plan, Sales Coaches, Sales Managers, Opportunities, strategy, solutions, Closing, #closeratio & Excellence

2 min read

Oct 11, 2023 10:00am

By Jody Seivert

Under #JodySays, Sales Coaches, Coaching, Build Habits, Action plan, challenges, communication, sales, Goals & Actions

2 min read

Be Realistic and Honest

This month I'd like to dedicate time to discuss ENDING a selling period…and ending it on track and on goal, even if the month didn’t go as smoothly as desired.

We are now in the fourth quarter of the year, so the skill of finishing strong applies to the month as well as to the year.

Let’s start with being straight and realistic. You are either on track to make goal or you are not. You have had a specific number of opportunities that you have closed or scheduled, or you have not. You have sch…

Oct 11, 2023 10:00am

By Jody Seivert

Under #JodySays, Sales Coaches, Coaching, Build Habits, Action plan, challenges, communication, sales, Goals & Actions

2 min read

Sep 27, 2023 12:00pm

By Jody Seivert

Under Sales Coaches, Sales Managers, selling, Retail, sales, showroom, success, leaders & team

1 min read

DISC – Compliance Style

I use DISC as a core competence for sales professionals. Last week I focused on the Steady style. This week I'm focusing on the Compliant style.

Compliance style people have a strong commitment to accuracy and specifics, which is surpassed only by their high level of detail and precision. They value information and trust facts, especially from credible sources. They will avoid conflict, prefer to not make eye contact, and their communication will include a lot of factual information, delivere…

Sep 27, 2023 12:00pm

By Jody Seivert

Under Sales Coaches, Sales Managers, selling, Retail, sales, showroom, success, leaders & team

1 min read

Sep 20, 2023 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Interactions, Retail, Achieve, showroom, sales, leaders, team, Sales Coaches, Sales Managers & success

1 min read

DISC – Steadiness Style

I use DISC as a core competence for sales professionals. Last week I focused on the Influencer style. This week I'm focusing on the Steady style.

Steadies are accommodating and conforming and find the opinions of others important in their decision making. They smile when you look at them, have gentle expressions, and will not usually initiate conversations. Comfort matters to them – both physical and emotional - as evidenced by their casual dress and their use of words like “feeling, understa…

Sep 20, 2023 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Interactions, Retail, Achieve, showroom, sales, leaders, team, Sales Coaches, Sales Managers & success

1 min read

Sep 13, 2023 12:00pm

By Jody Seivert

Under Sales Managers, Sales Coaches, relationships, leaders, team, Retail, sales & sales professionals

1 min read

DISC – Influencer Style

I use DISC as a core competence for sales professionals. Last week I focused on the Dominant style. this week I'm focusing on the Influencer style.

Influencers are also fast paced, and are expressive, outgoing and engaging. They motivate and encourage others to accomplish and produce results. As performers, they may produce up and down results, as they tend to shoot from the hip rather than follow a process. They have a unique and individual presentation and may have a ‘signature look’. Expec…

Sep 13, 2023 12:00pm

By Jody Seivert

Under Sales Managers, Sales Coaches, relationships, leaders, team, Retail, sales & sales professionals

1 min read

Sep 6, 2023 12:00pm

By Jody Seivert

Under Results, selling, Sales Coaches, Sales Managers, Retail, sales, Excellence, Interactions & leaders

2 min read

DISC – Dominant Style

If we have worked together in the past, then you know that I consider the behavioral preference model DISC as a core competence for sales professionals in every sales role: seller, sales support, manager, leader.

This month we are going to focus on the four DISC styles in their most classic embodiment: To identify them by audio visual clues and to adapt to them so that you can create the experience THEY want… and to practice EMOTIONAL OBJECTIVITY and BEHAVIORAL FLEXIBILITY in the process.

Do…

Sep 6, 2023 12:00pm

By Jody Seivert

Under Results, selling, Sales Coaches, Sales Managers, Retail, sales, Excellence, Interactions & leaders

2 min read

Jul 25, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Build Habits, Action plan, Sales Managers, Sales Coaches, managers, Results, Retail, team, Discovery Questions, leaders, practice, sketching, Sketch the space & Closing

2 min read

Sell it or Schedule it: Your Operating System

To recap: The flrst level of Sell it or Schedule it as a sales manager is to be able to demonstrate the process and to produce a sale or an appointment.

The second level is to be able to train and coach the process with the sales team to improve results.

The last level is to use Sell it or Schedule it as your operating system with the sales team. This puts the understanding and execution of the process in a full circle.

Let me explain by asking a few questions…

How are you using voice and bod…

Jul 25, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Build Habits, Action plan, Sales Managers, Sales Coaches, managers, Results, Retail, team, Discovery Questions, leaders, practice, sketching, Sketch the space & Closing

2 min read

Blog

Sales Coaches

More of...

Evaluation

Bear Down

Coming From Behind

Be Realistic and Honest

DISC – Compliance Style

DISC – Steadiness Style

DISC – Influencer Style

DISC – Dominant Style

Sell it or Schedule it: Your Operating System

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