Colleen’s Blog

They're hitting and exceeding their targets with no signs of slowing down. Should you even bother to coach your top sales performers? I've been working with executives for the last few years on sales coaching practices. I've noticed that many executives are on the fence about whether or not to coach top performers. Let me clear the air. Your top performers should absolutely be coached, regardless of how impressive their numbers have been and how long they've been exceeding expectations for. Here's the truth, you have the best opportunity to move the bar forward with your revenue by coaching your top performers. So, don't fall into the trap! Executives who implement a "hands off" policy for their best performers are doing a major disservice. <-- Click To Tweet What's the best way to coach them?

You offer a great service and haven't received any complaints. Yet, you still feel a void between yourself and your client. Emails and calls are short and to the point, and you may even feel anxious about your client ending the business relationship unexpectedly. You never really know where you stand with your client, professionally and personally. Have you felt like this before? Many salespeople and business owners have. I've said it before, and I'll say it again. What truly defines a great salesperson isn't what happens during the sales process, but what happens afterwards.

Say that three times fast. Pipeline management does not have to be avoided like a confusing tongue twister. In fact, managing and reviewing your pipeline are among your most important tasks as a salesperson. They help you prioritize what activities to complete each month, as well as give you an accurate indication of how healthy your sales pipeline truly is. Here are a few steps that can make your reviews and management more effective:

You have it good. In the "hustle and bustle" of your workday, it's easy to get wrapped up in the stress and pressure of consistently hitting your sales targets. You're constantly prospecting, networking, following up with clients and working hard to make the next sale. If you've been in sales for even a small period of time, you've probably felt overwhelmed at one point or another. But regardless of all of this, I want to remind you of how good you have it. Whenever you feel the overwhelm taking over, remind yourself of these important points: