Leaders Build Business: Effectively Mentor and Coach Your Sales Team

Are you interested in becoming a great leader? Leadership skills can be a struggle to develop, even if you don’t fully understand the process, this book will help you become more confident in your abilities, build relationships and become passionately committed to your work.

Finally, the book contains solid advice that you can believe in. If you are in charge of sales for a company, in any capacity, you need this book. Each of these recommendations is an essential part of building your path to becoming the best leader you could ever be. Develop the skills you need to be successful in any industry.

A large variety of topics are covered in this book, ranging from sales management, tips for designing a sales focused organization, technology solutions to boost sales, ways to keep a team happy, methods to reduce turnover, mentoring vs training programs, sales and marketing alignment, how to motivate an unproductive team, and more!

What's Inside?

--- Why a Sales Team is Important

What makes a good sales team

How does a sales team work

What defines success in sales

--- The Sales Team's Structure

The 4 Core Sales Roles

Organizing a team to quickly scale

Creating a sales team development plan

Tips for designing a sales focused organization

--- How to Support A Sales Team

Organizing and standardizing your sales processes

Why use a CRM system to manage sales

Reasons to adopt technology solutions to boost sales

Sales training & kick-off meetings priorities

Marketing materials and collaboration tools

--- Developing Sales Leaders to Improve Results

Performance issues that may arise

how to decide on your sales training initiatives

Using more experienced sales team members to coach newbies

How to reflect on performance

Identifying each sales person’s potential

Topics that should be discussed in your training program

--- Ways to Keep a Sales Team Happy

Being fair with lead disbursement and quotas

Rewards for good selling behavior

Marketing support materials

Creating a bonus compensation structure

Giving your team a sense of achievement

--- How to Reduce Sales Team Turnover

How to identify situations where the team finds difficulties

Ways to communicate your sales goals

How to inspire confidence, energy and enthusiasm

Personal encouragement and motivational strategies

--- Mentoring vs Coaching vs Training

Basic skills and knowledge acquisition process

How to improve your team’s competencies and capabilities

Setting timelines for training / coaching completion,

Building relationships with your sales team

Benefits of mentoring and the knowledge transfer process

--- Sales and Marketing Alignment

Mapping out your customer journey and buyer personas

Deciding on what stages of the sales funnel

Marketing vs sales teams will play a role

The lead generation process from start to finish

How marketing can reduce unproductive prospecting

Getting everyone on the same page with brand messaging

--- Measuring Results & Impact

Ways to ask direct and open questions

The types of results that should be reviewed with the team

Pipeline and sales development

--- Getting the Best Outcome

How to identify signs of improvement

Sales enablement solutions, how progress is measured

Methods to generate meaningful conversations