Why Top Sales Managers Are Always Learning

<p>#IanMoyse is a veteran sales director of 25+ years experience with 13 years in #cloud #technologysales.</p> <ul><li>What's impeding your sales team from achieving target?</li> <li>What are the obstacles the manager needs to help the salesperson overcome?</li> <li>How can the manager help the salesperson perform at their optimal level?</li> <li>Why aren't CEOs and CSOs getting out in the field with their salespeople to speak to customers and experience the challenges salespeople are facing day to day?</li> <li>How can you use executive bridging to help salespeople win business and make customers feel special and valued?</li> <li>What can CEOs do to uncover the reality of the sales role instead of perceptions and conjecture?</li> </ul> <p>Senior leaders can learn significant lessons by getting their hands dirty by getting out in the field and in front of customers. That does NOT mean the senior manager takes over. The salesperson is the CAPTAIN, the senior executive is CREW. Both sides need to feel empowered to tell the truth, have the right to make mistakes and take risks without fear of being punished or diminished. This only works if you have planned the calls together, rehearsed the conversation and agreed clear demarkation of roles. Ian makes the important point that the salesperson needs to brief upwards and manage upwards.</p> <p>We explore the power of the eye baton technique and the rules of any crew member being asked and answering a question so that the salesperson isn't undermined or loses power.</p> <p>Ian explains the critical importance of simple dashboards that focus on the basics. What's in the pipeline? Is it stuck or moving forward? What information is being gathered as you advance? What is real and what isn't based on the quality of information being gathered?</p> <p>He explores the importance of gathering quality information and documenting it so the salesperson and the manager know what needs to be learned or done</p> <p>We touch on CRM hygiene and adoption. A huge mistake is investing in