Sales reps tend to be lumped into one of two categories: you're either a sales superstar or you're not. As it turns out, most sales reps are not. And guess what? Those average performing "B players" are actually a company's most valuable asset.
Don't believe me? The 20/60/20 rule says that about 20% of your sales team are top performers who often meet or exceed quota, and the bottom 20% are under-performers who are struggling, and 60% are somewhere in the middle. That leaves the majority of your sales team with room for improvement and opportunity to perform better, which means coaching your average sales reps and encouraging them to become top performers.
B2B sales reps need to prioritize their time so that they are focusing on the deals and activities that matter. That's where you, as a manager, can start coaching them toward concentrating their efforts to more productive opportunities.
How do you transform average enterprise sales reps into top performers with the right coaching?
This webinar will the third part in our series to help managers with better sales execution. I'll focus on for these topics for this webinar:
- Basics of opportunity coaching
- The difference between opportunity coaching and deal review
- How to make coaching productive?
- How do you prepare for an effective coaching session?