Developing Your Sales Team

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Without enough opportunities, you cannot make your number. Without the right opportunities, you also can’t make your number. Poor deal velocity (slow moving opportunities) will also derail your ability to make your number. A healthy pipeline is critical and it will inoculate you from many risks.

Ensuring that the pipeline is healthy and that it will produce the results you need is a discipline. You have to continually inspect the pipeline to ensure that your sales team is producing and managing the opportunities you need to succeed.

Discipline #2
Coaching Opportunities
It would be wonderful if opportunities moved smoothly from target to close, but they don’t. Along the way, they get stuck, they stall, and they sometimes die.

There are literally countless reasons why opportunities don’t make it smoothly from the top of the funnel to the small opening that some deals flow through.

Coaching these opportunities is a primary discipline ecuador telegram data of a sales manager. Thus, coaching opportunities is a discipline that must be done continuously.

Sometimes the salesperson’s own actions—or lack thereof—are an obstacle to winning an opportunity. Sometimes the salesperson’s dream client produces obstacles that they must overcome, like unique and complex needs that require new ideas.

And sometimes the salesperson’s company can get in the way of winning an opportunity.

A sales manager has to spend time coaching their team, building their capacity to move opportunities through their funnel on their own, and helping to remove the obstacles that stall or kill opportunities.

Coaching opportunities is on the shortest short list of sales manager disciplines.

Discipline #3
As a sales manager, the better your sales team, the easier your job. The inverse of this is true, too: the worse your sales team, the more difficult your job.

The reason coaching is so important to sales is that the more you develop your sales team, the better your sales team becomes.