Scott Kaplan of Quick Hit Sales Tips observes that sales is one area where most CEOs think they should and must do better. Frequent pain points are needing to level up the sales skills of their team, getting new hires up to speed, consistency, and management. Scott points out that these issues are often caused by a lack of experience in using the right sales tools, poor coaching skills in the leadership team, and sales being under-resourced.

Scott recommends that sales people constantly improve their sales skills and be open to coaching. Sales leaders need to be able to coach on deal strategy, selling, and skill development.  They need to put together the right programs, tools and structure for scale and create a results driven environment. This should result in sales attainment going up by at least 20% and deliver a wide range of other benefits in addition. Scott provides a 4-step implementation plan to get your sales team to perform at a top level. Listen to the end for Scott’s gift to our audience.

Show highlights

03:27   CEOs often have unrealistic expectations of sales people.

07:24   How to set expectations for the sales team.

13:38   What sellers and their management need to do.

16:52   How this impacts revenues in a material fashion.

20:11   4 steps to implement an effective sales management program.

25:12   Learn about Scott.  Email Scott at scott@quickhitsalestips.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

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