Sales Leadership with Jim Pancero

Are you following the “ABC’s of coaching?”

October 11, 2021 Jim Pancero Season 2 Episode 7
Sales Leadership with Jim Pancero
Are you following the “ABC’s of coaching?”
Show Notes Transcript

Noticed how selling has become so much tougher this last year due to all the supply chain disruptions and not enough people to properly service and support your customers? Selling and customer service is dramatically changing for all sales teams today. Join me as I share ways you can increase your leadership success in today’s turbulent times by following the “ABC’s of coaching” (“Always Be Coaching”).

Hi, Jim Pancero, helping you become a stronger leader of your sales team. One of the ways we can do that is by following the ABC's of coaching. I'm sure you've heard of the ABC's of selling, always be closing, is used under the high pressure selling techniques. But there's also the ABC's of coaching. ABC's of coaching just means always be coaching.

The reality is sales are toughening up. Sales calls are shorter. Customer has less time. Customers have less loyalty. Customers are expecting sales reps to be much more on point as soon as they come in and not waste their time. This requires coaching help to get your salespeople converted from the old ways of selling, where they had a lot of time and they could just sit and chat with a customer, to being more focused and direct in how they sell today.

The only way we're going to accomplish that is through you and your coaching, by always being coaching. The idea that anytime you have with a sales rep, whether it's only a few minutes in the car or driving to an appointment, whether it's talking to them on the telephone as they solve a problem or whatever it is, each of these are coaching opportunities, even if it's only for a couple of minutes at a time. The job of a sales manager is to help your people achieve more than they would have achieved if they were just left alone. The more coaching and the more involvement and the more participation you have with the sales reps, the more success they're going to have because of your skills and impact. What can you do to increase your ABC's of coaching? By always be coaching.