Walter sits with Nate Tutas to continue their talk about sales. In this part two of their discussion, they tackle how people should be thinking about sales in terms of coaching and metrics of the team. Many companies do not provide the tools salespeople need because they believe that they are good already. However, some competencies and skillsets require to be taught. According to Walter and Nate, everything should start with a sales process to start coaching the team.
Highlights
- Sales process in the context of coaching and its importance – [1:27]
- The secret sauce is negotiation – [4:40]
- Playing the system: coaches and players – [7:44]
- Simplifying your life: what is the need and why make a change- [10:06]
- The “why” and the “where” of sales problems – [12:42]
- Baseline Selling: the skills gap and sales DNA issues – [15:22]
- Everybody has a role and we need to get better – [23:24]
- The toughest thing to do: self-assessment and breaking down psychological barriers – [24:30]
- Everything starts with a sales process – [27:40]
Episode Resources
- Connect with Walter Crosby
- https://www.linkedin.com/in/walterlcrosby/
- https://helixsalesdevelopment.com/
- https://helixsalesdevelopment.com/podcast/
- [email protected]
- Connect with Nate Tutas
- https://www.linkedin.com/in/nlpcoach/
- https://www.membrain.com/
- Book by Tim Chapman – Coaching Winning Sales Teams
- https://www.amazon.com/Coaching-Winning-Sales-Teams-Insights
