The Axioms of Selling Blog

I speak with a lot of sales leaders and almost all of them express their frustration in the time it takes to produce a credible, predictable sales pipeline.  This 30-minute on-demand webinar presents two ways to make sales pipelines, and forecasts, more predictable by quickly factoring in the most important variable: the salesperson's level of effectiveness.  

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I was asked to explain what meaningful coaching looks like in a win-loss sales review, and I think the best place to start is with what it shouldn’t look like. To illustrate that point, imagine a football coach and his star player sit down to talk about another big win, and the coach asks, “Why do you think we won the game?” The ensuing conversation goes like this:

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I was recently working with a salesperson in Delaware and, as I stood there glancing over his shoulder at the long list of opportunities he had built up in his sales pipeline, I noticed every one of his win probability percentages was listed at 10 percent. Naturally, such low projections stuck out like a sore thumb.

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Let’s imagine for a second that you’re a head football coach. You have quality players at every position, but what really makes everything run so smoothly is your quarterback, who can light up a scoreboard like no one you’ve ever seen. He’s the best player on the field every week and averages four touchdown passes per half.

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Have you ever looked forward to a meeting knowing that both you and everyone involved will come away way afterward much better off than you were going in? Of course you have. But based on many years of first-hand experience, I’m guessing the meeting you were looking forward to wasn’t a Key Account Review. It was probably something you had to do not something you wanted to do.

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