ACTG Sales Management Blog

Sales & Sales Management Expertise Blog  

Patrick Kollmeier

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Leadership Development: How a Mentoring Approach Can Lead to Positive Outcomes & Increasing Sales

Posted by Patrick Kollmeier on Thu, Apr 23, 2020

Guest Blog Post from Gaia Hawkes

In this week's blog post, guest blogger Gaia Hawkes offers her insights into leadership development within sales organizations and explains how taking a mentoring approach can lead to positive outcomes and increasing sales.

In sales and sales coaching, the process of mentorship is crucial to passing on expertise and knowledge to more junior team members. It enables sales teams to drive growth and success, leading to increased performance and sales across the board.

In a previous article on growing a successful sales team by Tony Cole, he describes how certain weaknesses in your sales team can lead to dissent and chaos. For instance, prioritizing your own agenda and being a bad team player can impact the team’s overall success. To remedy this, leaders should act as mentors to improve and change their attitudes. Maryville University explains how a degree in organizational leadership can help you introduce positive change through superior employee training and collaboration.

Being a strong leader and mentor will help your team follow your lead when it comes to driving sales productivity. With that in mind, here are some ways in which developing a mentorship program can greatly benefit your organization.

Identifying strengths matters

If you don’t know where your team members excel, you’re not working with them to achieve their true potential. It may seem basic, but conducting personality tests conducive to learning your salespeople’s unique strengths can give you key insights moving forward.  For instance, if a particular salesperson excels in nurturing and providing for others, you can put them in a role as an onboarding companion for hiring better salespeople. 

In addition, you can find ways to help them use their empathy to work with clients.  Ensuring that everyone feels appreciated and valued will help your employees feel like they are a key member of the team. In the long run, they’ll be more willing to step up and take on greater responsibilities to help increase sales within your organization.

Why empathy matters

Because selling is a numbers-oriented business, sales leaders might put pressure on specific goals and money milestones within the organization. On the other hand, Kevin Kruse describes why successful sales leaders need to show that they care. He explains that apart from dealing with the tasks at hand, you should also take the time to get to know and interact with your team members.

Address them by name, greet them every morning, learn about their families, and ask about life outside of work. Sometimes, outside life gets in the way and affects productivity, but if you’re understanding and approachable, you can help your team members get over these road bumps more quickly.

Why feedback and recognition matter

Without assessing your team’s progress and providing regular opportunities for candid feedback, improvement will be a slow process. An Entrepreneur article on the art of mentorship explains that one-on-one time between a mentee and a mentor is crucial to adjust targets and modify goals if necessary.

Creating a well-designed plan involves identifying the issues at hand, setting realistic sales goals, and providing actionable steps to meet them. Growth can be a challenging process, but by giving recognition and praise where it’s due, you’ll keep your mentees motivated and energized to meet and exceed expectations.

Ultimately, mentorship programs not only steer team members to success, but sales mentors are also rewarded with the fulfilling experience of seeing their mentees succeed. In fact, a 2018 research study on Business News Daily found that 76% of respondents considered mentors important to their success. If you don’t already have one, it’s better late than never to start implementing a mentoring approach within your sales organizations.

Topics: Sales Leadership, Leadership Development, Leadership Skills, increase sales

Sell Better. Coach Better. Hire Better.

Posted by Patrick Kollmeier on Tue, Nov 05, 2019

In today's blog or "vlog", we bring you our newest Anthony Cole Training Group's brand video.

Give it a watch below as we show you how we help build sales organizations into selling, coaching, and hiring better and what that means for their success: 

 

Topics: hiring salespeople, Sales Management Training, hiring sales managers, hire better salespeople, sales performance management, sales management tools, consultative selling, consultative sales coaching, online sales training, hire better people, insurance sales training, brand video

Being a Great Steward for Your Clients

Posted by Patrick Kollmeier on Mon, Nov 26, 2018

Today's blog turned vlog comes to you from our very own Walt Gerano, as he discusses the importance of being a great steward for your clients, and how these tactics will help you grow your business and relationships.

Check him out below!

If you enjoyed Walt's video, check out his recording to learn how being a steward leads to building client advocates for your business as well.

In this audio experience, Walt discusses the 4 Steps to Create Advocates in your business.

  1. Find out what they want.
  2. Prioritize critical areas.
  3. Identify established performance levels.
  4. Negotiate expectations.

Listen Here!

P.S. - Please feel free to Share our post via social media below with friends, family, colleagues, clients and more!

Topics: develop relationships, building advocates, building sales relationships, creating advocates, client advocates, steward

Motivating Prospects to Take Action

Posted by Patrick Kollmeier on Thu, Nov 22, 2018

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Another day, another great resource available from us here at Anthony Cole Training Group.  

Are you ready to change the way you approach prospects to close more sales?

In his audiobook, Motivating Prospects to Take Action, Tony Cole shares with you how to identify the 3 different types of prospects and how to tailor your approach to help prospects make decisions.

You will learn the right questions to help identify severe mental anguish and get prospects to take action!

This 13-clip audiobook along with the worksheet will help you:

  • Identify the 3 types of prospects
  • Learn various strategies for uncovering pain including The Takeaway Technique
  • Identify the obstacles that prevent prospects from taking action
  • Know when you are seeing the REAL issues and pain
  • Develop a process for asking the right questions to uncover pain

Interested in receiving a Free copy?  Download available below!

Motivating Prospects to Take Action

Topics: Prospecting, sales plans, motivation, sales prospects, prospect communication, sales motivation, how to prospect, action

The Getting Introduced Methodology

Posted by Patrick Kollmeier on Mon, Nov 12, 2018

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From our 5 Keys to Coaching series: 

Are you asking for introductions from your current clients?

You'd be surprised by how many salespeople are not asking.

It is essential that you as a sales leader take time to sit down with your salesperson and establish an action plan – what are the specific prospecting and networking activities that they must do in order to reach their goals? 

This will undoubtedly include utilizing LinkedIn, attending association meetings with the intent to meet the right target profile client, etc.  This action plan should include getting introductions from current clients. 

This is the #1 strategy that successful salespeople use to build their business.  The steps in this video show you how to coach your salespeople to gain introductions from their advocates.

 

 

 

Topics: effective sales coaching, sales skill, sales growth and inspiration, sales advice

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    About our Blog

    Founder and CLO Tony Cole has been working with financial firms for more than 25 years to help them close their sales opportunity gap.  He is a master at using science based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss his weekly sales management blog insights.

     

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