–If A Highly Dedicated Salesperson Is Unable To Improve Their Low Sales Performance Despite Coaching Efforts, What Is Your Best Course Of Action?– –Fire them.– –Help them find a different role within your company.– –Continue coaching them.– –Leave them on the team but focus your coaching efforts elsewhere.–
–Fill In The Blank: While Buyer Personas Help You Understand Who Your Customer Is, Jobs To Be Done Helps You Understand Your Customer’s _____.– –role– –job description– –motivations– –point of view–
–Fill In The Blanks: When Building A Recruiting Strategy, Building Relationships With Top Sales Talent At Other Companies Is _____, While Building Relationships With High-Performing Business Development Reps At Other Companies Is _____.– –a short-term strategy, a long-term strategy– –an ideal strategy, usually a mistake– –a long-term strategy, a short-term strategy– –a good primary tactic, … Read more
–Fill In The Blanks: Each Step Of Your Sales Process Is A Combination Of _____ And _____.– –External actions, internal documentation– –A rep-focused action, a buyer-focused outcome– –A buyer action, a monetary outcome– –Internal actions, external actions–
–During The Way Forward Step Of GROW Coaching, What Is Your Role As Coach?– –Determine for the rep the best way for them to achieve the goal.– –Explain to the rep what they’ll need to do after accomplishing the goal.– –Ask the rep how you can improve your coaching efforts in the future.– –Help the … Read more
–During The Reality Step Of GROW Coaching, What Is Your Role As Coach?– –Help the salesperson evaluate the reality of where they are right now.– –Help the salesperson judge how realistic the goal is.– –Explain to the salesperson the reality of what they need to achieve.– –Help the salesperson create a realistic plan for achieving … Read more
–During The Options Step Of GROW Coaching, What Is Your Role As Coach?– –Provide the salesperson with a list of options for achieving their goal.– –Explore what options the salesperson has if they fail to achieve their goal.– –Help the salesperson consider whether the goal is optional.– –Help the salesperson explore their options for getting … Read more