Sales Coaches

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

Jul 18, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Retail, Results, Excellence, Goals, strategy, Systems, leaders, team, managers & practice

1 min read

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 wa…

Jul 18, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Retail, Results, Excellence, Goals, strategy, Systems, leaders, team, managers & practice

1 min read

Jul 11, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Excellence, Results, showroom, #closeratio, managers, solutions & Systems

1 min read

Sell it or Schedule it: Know it and Demonstrate it.

We all nod in agreement when someone says, “You need to lead by example.”And yet, when put to the test to demonstrate the process that the salespeople are expected to execute, many sales managers would fail. So I ask you, how would you do with that?

Are you able to demonstrate 'Sell it or Schedule it' by taking a sales opportunity in the showroom and executing the process from start to finish…including getting a sale or getting an appointment?

Being able to demonstrate selling actions that pro…

Jul 11, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Coaches, Sales Managers, Excellence, Results, showroom, #closeratio, managers, solutions & Systems

1 min read

Jul 4, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Managers, Sales Coaches, showroom, Results, Achieve, Systems & solutions

1 min read

Sell it or Schedule it…or “You Do You.”

If you manage a sales team, your role is to have each of them make their goals and improve their performance… and if they do, then you make YOUR goal, which is the SHOWROOM goal.

(Yes, the showroom goal is YOUR goal.)

And to do that, you need structures and actions and a methodology to teach from, or you will be managing your team from your own behavioral preferences and your own selling autobiography.

That doesn’t mean that what you did when you were a salesperson was wrong or deficient, esp…

Jul 4, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Build Habits, Coaching, Sales Managers, Sales Coaches, showroom, Results, Achieve, Systems & solutions

1 min read

Jun 27, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Results, sales, Opportunities, Appointments, Sales Coaches, Sales Managers, Closing, Systems, #JodySays & Intention

1 min read

June is…a good practice month.

It’s hard to imagine that less sales traffic would be a good thing…and yet it can be.

If traffic is off, you can spend more time with each opportunity and increase the chance to close and to close for bigger tickets.

What makes the difference is intention.

Intention to focus on creating an outcome with each and every opportunity. The intention is to sell it or schedule it. Not to sell it or follow up… to sell it or schedule it.

If you notice that you are not scheduling at least 20% of your…

Jun 27, 2023 10:00am

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, Results, sales, Opportunities, Appointments, Sales Coaches, Sales Managers, Closing, Systems, #JodySays & Intention

1 min read

Jun 1, 2023 02:45pm

By Jody Seivert

Under #SellItOrScheduleIt, Sales Coaches, Sales Managers, selling, Commitment, #JodySays & Retail

1 min read

PerformNow and One by One

If you are a regular reader, you know that I have a commitment to sales managers and how they effectively execute their job and elevate their team performance. My “Sell it or Schedule it” has a sales manager training component and I easily spend as much time training and coaching sales managers as I spend training and coaching salespeople.

It’s with that commitment that I have joined forces with David and Wayne McMahon and their PerformNow Sales Manager Performance Groups. There are…

Jun 1, 2023 02:45pm

By Jody Seivert

Under #SellItOrScheduleIt, Sales Coaches, Sales Managers, selling, Commitment, #JodySays & Retail

1 min read

Apr 19, 2023 12:00pm

By Jody Seivert

Under Appointments, #SellItOrScheduleIt, Action plan, Interactions, distraction, sales professionals, Sales Coaches, Sales Managers, showroom & Build Habits

2 min read

Managing Distractions and Interruptions

We can do a fine job of organizing and planning our own actions and involving others when we schedule appointments with them. And even with all that, our best-scheduled actions can be derailed by the actions of others.

Take a look at how your time unfolds. Are your actions taken as you plan them…or do they get pushed back to accommodate the requests of others? Does this happen frequently? Do others interrupt you because you allow or encourage it or because you have a skill that they often nee…

Apr 19, 2023 12:00pm

By Jody Seivert

Under Appointments, #SellItOrScheduleIt, Action plan, Interactions, distraction, sales professionals, Sales Coaches, Sales Managers, showroom & Build Habits

2 min read

Mar 22, 2023 12:00pm

By Jody Seivert

Under Coaching, Build Habits, Opportunities, imperfections, leaders, Sales Managers, Sales Coaches, Actions, #JodySays, Action plan, Retail, Achieve & Results

2 min read

Opportunities for Growth

Imperfections exist, and acknowledging and accepting that fact is helpful in order to move with them and through them.

When we accept them as part of the package, we can own them without defending, excusing, or avoiding…they just are.

From that point, we can expand our view and ask: How is this habit and behavior affecting me? How does it impact others? What do I gain from it and what does it cost me?

And we can choose new actions.

If you are in a sales leadership role, and you have …

Mar 22, 2023 12:00pm

By Jody Seivert

Under Coaching, Build Habits, Opportunities, imperfections, leaders, Sales Managers, Sales Coaches, Actions, #JodySays, Action plan, Retail, Achieve & Results

2 min read

Feb 22, 2023 10:00am

By Jody Seivert

Under Retail, Sales Coaches, Opportunities, communication, Discovery Questions, Action plan, #SellItOrScheduleIt, #JodySays & Results

2 min read

Calling After Delivery

In home furnishings retail showrooms, we have done a poor job with this area; it is an industry shortcoming!

We even have a name for this action: a can of worms that shouldn’t be opened. Seriously. We treat it as something to be avoided at all costs.

And yet, I assert that we could raise our revenues by 10-15% with this action ALONE. And to do that, we need to align our expectations with what is likely to happen and upgrade our skill of managing it when it does.

What does that mean?

Ex…

Feb 22, 2023 10:00am

By Jody Seivert

Under Retail, Sales Coaches, Opportunities, communication, Discovery Questions, Action plan, #SellItOrScheduleIt, #JodySays & Results

2 min read

Dec 6, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, solutions, Process, practice, Discovery Questions, Coaching, Sales Managers, Sales Coaches, selling, sales, Celebrate, gratitude, connecting, Compromise, Interactions, Retail & Excellence

1 min read

GRATEFUL SOLUTIONS

Consider the skill it takes to collaborate with a client/customer to find a solution that they can say ‘yes’ to. That skill takes practice to develop and a belief that the practice will enhance the interaction and the outcome. And that the practice of collaboration and problem-solving will lead to more effective outcomes.

If you are achieving that, it is because you chose to try something different… and were willing to be uncomfortable with the process (and yet trust it!) so that you could produc…

Dec 6, 2022 12:00pm

By Jody Seivert

Under #SellItOrScheduleIt, Action plan, solutions, Process, practice, Discovery Questions, Coaching, Sales Managers, Sales Coaches, selling, sales, Celebrate, gratitude, connecting, Compromise, Interactions, Retail & Excellence

1 min read

Blog

Sales Coaches

Sell it or Schedule it: Your Operating System

Sell it or Schedule it: Train it and Coach it.

Sell it or Schedule it: Know it and Demonstrate it.

Sell it or Schedule it…or “You Do You.”

June is…a good practice month.

PerformNow and One by One

Managing Distractions and Interruptions

Opportunities for Growth

Calling After Delivery

GRATEFUL SOLUTIONS

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