Download Excerpt #5 of Coaching Salespeople into Sales Champions
Preparing Your Sales Team For Change
With the release of my latest book, Coaching Salespeople into Sales Champions, here is the fifth excerpt in a five part special series of exclusive book excerpts I will be sharing with you over the next week for you to download and enjoy immediately! It’s a PDF, so load it into your PDA and take it with you.
Here’s the PDF you can download now of Preparing Your Sales Team For Change – Download the chapter excerpt here.
Maria was a new sales manager hired by Media Pros, Inc., a sports management consulting firm. She was recently introduced to the coaching model at a seminar for senior managers in her company.
Maria went back to her team pumped up and ready to begin implementing some of the coaching methods. However, it seems that Maria missed the section of the seminar on how critical it is to prepare your team for coaching by managing their expectations.
Compound this with the fact that Maria has only been in her position for less than five weeks. It’s difficult enough for a sales team to adjust to a new boss, but further changes without proper preparation and communication will cause a rebellion.
If you fail to inform your salespeople of your good intentions, they have no idea what they are, thus leaving it up to each salesperson to form his or her own opinion.
A situation where a salesperson had a less than favorable experience with the old manager can be made worse and repeated if the new manager does not take the steps to create a new experience between her and her salespeople.
Download the full excerpt here.
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