Overview
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Learn how to identify and successfully manage various sales personas, look beyond the numbers and metrics, and gain insight into building your team’s morale.
Syllabus
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Introduction
- Coach your inside sales team to maximum capacity
- The four zones that determine how people listen and learn
- The dead zone: They’ve stopped caring
- The comfort zone: They’re complacent
- The panic zone: They’re frantic
- The stretch zone: They’re spirited
- The four zones in action
- Skills ranking criteria: Raising the bar with your team
- Meet your team
- Motivating the rep who avoids proactive prospecting by phone
- Motivating the rep who makes unrealistic promises
- Motivating the rep who is stuck in the reactive zone
- Motivating the rep who demands special treatment
- Motivating the rep who struggles with time management
- Motivating the rep who needs to set boundaries
- Motivating the resistant rep who believes they know it all
- Managing the rep who gossips too much
- Managing the rep who chases quantity over quality
- Managing the rep who is too needy
- Coaching towards results
