How to Get the Sales Team Achieving More in the Brave New World, 14

1. Spend time with them re-focusing on what the objectives are. In particular the balance between revenue, margin, hunting and farming.
2. Identify the top objections which cause problems and how to resolve them.
3. Ensure everyone in the team has a bigger picture than just the numbers that they are aiming for. Bonuses do motivate but personal career goals inspire.
4. Set up a matrix for 1:1 coaching.
5. Start coaching everyone in the team.
6. Re-build the value of the team meeting.
7. Catch people doing things right and celebrate success.
8. Review and learn from failures especially in the Brave New Covid-19 world. 
9. Use the power of the team to do some things collectively e.g. the slow but sure pivoting of the business to a healthier revenue stream.
10. Make it be known you are looking for and want to train your potential successors.
11. ‘Attend’ more sales calls and see what's actually happening.
12. Get them to understand closing is something which happens all of the time.
13. Ask each of them to start the day with a plan, prioritised by pay-off.
14. Every team meeting: spend 10 minutes on core basics e.g. open vs. closed questions.

Bonus 1: Selling Without Tears (free PDF)

Bonus 2: Being the Best (Amazon)