Leaders Build Business: Effectively Mentor & Coach Your Sales Team

Are you interested becoming a great leader? Leadership skills can be a struggle to develop, even if you don’t full understand the process, this book will help you become more confident in your abilities, build relationships and become passionately committed to your work.

Finally, the book contains solid advice that you can believe in. If you are in charge of sales for a company, in any capacity, you need this book. Each of these recommendations is an essential part of building your path to becoming the best leader you could ever be. Develop the skills you need to be successful in any industry.

A large variety of topics are covered in this book, ranging from sales management, tips for designing a sales focused organization, technology solutions to boost sales, ways to keep a team happy, methods to reduce turnover, mentoring vs training programs, sales and marketing alignment, how to motivate an unproductive team, and more!

What's Inside?

–- Why a Sales Team is Important
What makes a good sales team
How does a sales team work
What defines success in sales

–- The Sales Team's Structure
The 4 Core Sales Roles
Organizing a team to quickly scale
Creating a sales team development plan
Tips for designing a sales focused organization

–- How to Support A Sales Team
Organizing and standardizing your sales processes
Why use a CRM system to manage sales
Reasons to adopt technology solutions to boost sales
Sales training & kick-off meetings priorities
Marketing materials and collaboration tools

–- Developing Sales Leaders to Improve Results
Performance issues that may arise
how to decide on your sales training initiatives
Using more experienced sales team members to coach newbies
How to reflect on performance
Identifying each sales person’s potential
Topics that should be discussed in your training program

–- Ways to Keep a Sales Team Happy
Being fair with lead disbursement and quotas
Rewards for good selling behavior
Marketing support materials
Creating a bonus compensation structure
Giving your team a sense of achievement

–- How to Reduce Sales Team Turnover
How to identify situations where the team finds difficulties
Ways to communicate your sales goals
How to inspire confidence, energy and enthusiasm
Personal encouragement and motivational strategies

–- Mentoring vs Coaching vs Training
Basic skills and knowledge acquisition process
How to improve your team’s competencies and capabilities
Setting timelines for training / coaching completion,
Building relationships with your sales team
Benefits of mentoring and the knowledge transfer process

–- Sales and Marketing Alignment
Mapping out your customer journey and buyer personas
Deciding on what stages of the sales funnel
Marketing vs sales teams will play a role
The lead generation process from start to finish
How marketing can reduce unproductive prospecting
Getting everyone on the same page with brand messaging

–- Measuring Results & Impact
Ways to ask direct and open questions
The types of results that should be reviewed with the team
Pipeline and sales development

–- Getting the Best Outcome
How to identify signs of improvement
Sales enablement solutions, how progress is measured
Methods to generate meaningful conversations