As a sales coach and sales trainer, my job is to review companies’ technology tools and sales teams to improve what is not working, while teaching them to function at a higher level of efficiency. And while technology has improved efficiencies, many companies have been too reliant on their tools – at the great expense of their salespeople.
The three most common “head trash” issues I see when coaching sales teams include:
- Salespeople who are uncomfortable talking about money: This comes from a belief that it is improper or too personal to bring up the subject of money.
- Salespeople who are too emotionally involved in the sales process: With their self-worth tied to success and failure, they rely on their prospects and clients to fill their emotional needs.
- Salespeople who believe they are either “better than” their prospects, or not good enough. These underlying beliefs carry through into the sales process and affect their ability to qualify and close prospects.
If you have a question about your sales team’s effectiveness, we are always available to answer questions and more than happy to refer you to the right kind of training for your culture and goals.
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Carrie Lauby is an LA-based sales expert with over 25 years growing B2B2C SaaS companies in digital marketing and streaming media. Carrie and her team deliver customized solutions looking at all levels of the sales funnel including outside teams, inside SDR’s, client retention and online lead conversion. She is a regular speaker on sales and customer service with engagements that include EO, The Channel Company, AA-ISP and ASTA Global Convention.
Sandler Training is the largest sales consulting organization with over 250 training centers worldwide. Sandler utilizes distinctive, non-traditional sales and management methodologies, supported by continual reinforcement through ongoing training and individual coaching sessions. Sandler representatives work with all sizes of companies from startups to larger corporations which include LinkedIn, AT&T, Oracle, Accenture, American Express, Prudential and Salesforce.
If you have a question, a concern or a challenge relating to your sales, customer service, or revenue growth, please reach out to Carrie Lauby at BOOST Performance Sandler Training Los Angeles: Boostperformance@sandler.com.