Sales leaders find themselves wearing different hats as they navigate sales cycles with their teams.
One moment you’re a coach to a group of new hires fumbling their way around your CRM. In another, you’re a crack detective, probing why your team metrics didn’t turn out as planned. Across the entire stretch, you’ll find occasions where you play the role of a parent admonishing a wayward team member, or a cheerleader trying to push everyone to give their best even amid a lopsided market that strongly favors your competitors. You love your job, but sometimes you wish you were a shrink, so you can give yourself energy-boosting therapy just to go on.
Given all the good stuff it offers, nobody ever said sales was easy. You know this, and that’s why you need to prepare your team for those difficult occasions that commonly arise in different stages of the selling process.
Here are some tips for when common sales challenges prevent your team from moving forward. These are neither quick fixes nor cure-alls, but mere starting points that can lead you to the unique solution for specific pain points your team experiences.