Peer-to-Peer Sales Coaching

Imagine a meeting with your team where a member is talking about being concerned about an objection that might come up when s/he tries to set an appointment to see an important decision maker. Now visualize other team members offering what they think might work in this situation. See the entire team focus their energy, knowledge, skills and experience to help a single member develop a way to get that appointment.

Do you think that this person would get some workable ideas?
Do you think that if we did this with each team member for each step they were experiencing difficulty with, they would in short order, be able to handle most of the obstacles and objections that came their way?

Tell your team that this session will be dedicated exclusively to reviewing the top prospects and projects to make sure that workable tactics are developed to ensure the strategies will be carried out according to plan.

The purpose of this sales meeting is to provide a mechanism to focus the knowledge, skill and experience of the entire sales team on developing strategies and tactics for individual priority prospects and projects to dramatically improve closing ratios.

The outcomes I've targeted for this book include enhancing your ability to:

• Facilitate "Peer to Peer" coaching.
• Reduce the learning curve for new staff
• Increase accuracy of sales forecasts
• Promote team development
• Improve closing ratios
• Monitor priority customer development progress