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Episode Info: Antonio Garrido, author of THE 21st CENTURY RIDE-ALONG: How Sales Leaders Can Develop Their Teams In Real-Time Sales Calls Antonio Garrido and Bill Ringle discuss ways to better understand and to overcome the common mistakes of sales team coaching and management for small business leaders. >>> Visit MyQuestforTheBest.com  for complete show notes and more expert advice and inspiring stories to propel your small business growth. Top 3 Take-Aways from this Interview The best sales leaders recognize that spending time ‘in the field’ visiting customers with their team is a critical part of their job. Ride-alongs allow the sales manager to coach for immediate improvement, rather than rely on quarterly performance reviews and calendar-driven coaching sessions. Implement the practice of role-playing with your sales team. This tactic can help prepare them for potential objections and teach them how to drive prospects and take the proper next steps. Tweet-Ready Insights from this Episode Only by trying and failing and trying again can you learn. You have to get comfortable being uncomfortable. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami), author of THE 21st CENTURY RIDE-ALONGClick To TweetIn many instances, you need to be both a coach and manager to your sales team. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami), author of THE 21st CENTURY RIDE-ALONG: How Sales Leaders Can Develop Their Teams In Real-Time Sales CallsClick To TweetHold your sales team accountable and require each meeting to end with clear, actionable next steps to prevent delayed sales cycles. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami), author of THE 21st CENTURY RIDE-ALONGClick To TweetClear up misconceptions regarding the outcomes and events of the call. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami), author of THE 21st CENTURY RIDE-ALONG: How Sales Leaders Can Develop Their Teams In Real-Time Sales CallsClick To TweetManagers and leaders should schedule more time than ever to ensure that quality-spills are minimized and that individuals are up to the increased task. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami)Click To TweetAsking relevant and probing questions instead of pointing out shortcomings is often the best approach. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami), author of THE 21st CENTURY RIDE-ALONGClick To TweetGoing out on sales calls with less experienced reps can bring short-term challenges but offer long-term rewards. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami), author of THE 21st CENTURY RIDE-ALONGClick To TweetHigh-impact coaching questions also help the manager identify behaviors that the sales rep either needs to change or has being changing, along with the rate of adoption of desired behaviors. #MQ4B Ep278 with @Sandler_miamiClick To TweetEffective goal setting is all about accountability and responsibility. #MQ4B Ep278 with Antonio Garrido (@Sandler_miami), author of THE 21st CENTURY RIDE-ALONG: How Sales Leaders Can Deve...
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