As we approach year end and pressure grows – it’s typically about this time pipeline deals start to mysteriously slip into 2016 without any explanation; when in reality, this should be the time we really start to focus our sales efforts on finishing a strong race bringing as much revenue in as possible – in 2015!

“At Crescita, we believe the future of sales management lays within sales coaching. Old-school management methods are not effective anymore.”

However, with the increased pressure to perform, are your sales people really taking the positive action that will actually help them to achieve targets or are you turning them into ‘busy fools?’ At Crescita, we believe the future of sales management lays within sales coaching. Old-school management methods are not effective anymore.

As a sales leader, spend some time with your people this week listening into sales calls and identifying how they are utilising their time. Use a simple coaching process – ask your people to walk you through a typical ‘task
list’ for the day.

Make notes on the ‘task list’ then go through each item and ask them…

• Why is it important for you to do this task today?
• How will it help you achieve your goals and target?
• What is the benefit of taking this action today?
• What is the consequence of you not taking this action?
• How long have you had this on your task list for?

I’m certain you’ll be amazed at the results you get.

Typically, 25% of what’s on their list is actually important for them to do today and the other 75% is simply keeping them busy.

Just imagine what could be done with 75% more sales resource in closing down your end of year number! With just 5 working weeks in 2015 why not try it today, Sit down with your sales people and ask them to show you their ‘task list’ and coach them!

By investing a little coaching effort here, you will undoubtedly improve the effectiveness of your sales people and help accelerate your business towards a very successful December!