Last year a sales manager asked for sales coaching because he “...didn’t want his shortcomings to become the collateral damage to his team.” After going through a 3-6 month program to ‘coach the coach’ and the team at the same time, his SaaS sales team is now #1 in their company, with a 98% customer retention rate.
Many of us have heard the phrase, “As goes the leader, so goes the team,” and much has been written about empathy in leadership (put yourself in their shoes), servant leadership (put others first), and ethical leadership (do what is right). And there are studies that show that these things help team members be more creative and more efficient when doing their jobs.
I have been a New England Patriots fan ever since I can remember. (If you are currently an “anyone but the Pats fan,” I wish you luck.)
My earliest childhood memories were watching the games with my family, and no matter what, cheering for the Pats. To say they were the underdog in those early years is an understatement.
When they made it to the ‘85 Super Bowl, it was a bigger than Christmas, and at 9 years old Christmas was still a big deal. When they lost, I cried on the way home sitting on the hub in the middle of my uncle’s truck. No one spoke, except for the random, “F’ing Pats”.
Imagine if your teenager was taught to drive by spending only a week or two watching training videos and sitting in the passenger seat watching you and others drive. Would you want them driving you across the country? Or even just across town in a snow storm?
It is pretty normal at the beginning of the year for many companies to start hiring salespeople, or to at least start thinking about hiring. When I ask VP of Sales and CEOs what their ideal salesperson is like and what they will need to accomplish, I have gotten answers that included;
The founder of a SaaS software startup company that I just started working with is located in the same region as I am. Here in the Northeast, the past few weeks have been brutally cold with double-digit sub zero temperatures at night and highs in the single digits during the day. Not only have pipes been freezing in homes and businesses, but some cities main water lines are freezing too.
If you have lived in this type of climate before you know that to prevent this from happening you should leave your faucets on enough to drip. The constant water flow make the pipe less likely to freeze.
As we were talking about his sales opportunities, all of them were in the same stage they had been for weeks and months. To which I said;
Sometimes when we are coaching salespeople, we are reviewing sales calls, social media interactions, and yes- even email. Wherever and however the conversations are happening, we want to know about it.
Below are examples of 2 different emails sent into us from clients, how we edited them, and why. From that came 4 questions you should be asking before you send your next sales email.