5 May

The Power of Open-Ended Questions in Sales: Let’s Play a Game!

Frédéric Lucas

Sales reps need to be able to engage their customers in conversation if they want to make a sale. One of the best ways to do that is by using open-ended questions. Open-ended questions allow the customer to talk, and by doing so, the prospect will feel more engaged and connected to the sales rep. In addition, open-ended questions can help uncover hidden needs and wants that the customer may not have been aware of.

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2 Sep

Adapt your management style to ensure the discipline of your sales force, the elimination of deficient behaviours and goal achievement

Louis Larochelle

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Sales managers’ challenges with accountability

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2 Jun

How to make the sales training that you offer to your salespeople more profitable by applying 5 principles of sales reinforcement and coaching

Frédéric Lucas

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Sales managers: 5 ways to reinforce sales training for higher performance

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22 Jan

We have compiled the articles that have been the most popular among our readers this year. Read about sales management, sales coaching, and social selling.

Émeline Gleitz

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Top 5 of our most read sales articles in 2019

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31 Jul

The structure of a good sales coaching is essential to improve the performance of a sales team. To be an effective coach, follow our guidelines.

Louis Larochelle

6 minutes read

How to structure your sales representatives’ coaching

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4 Apr

Sales managers should benefit from the same type of coaching sessions as sales reps. This coaching should be provided by sales leaders. Managers should be listened to and practice dealing with various tough situations through role play.

Blogueur invité

5 minutes read

How to Coach a Sales Manager

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21 Feb

The key to a successful coaching session is to create a safe environment for your reps. They must feel listened to and be confident that they can openly discuss their mistakes without fear of repercussions.

Blogueur invité

4 minutes read

3 Coaching Aspects Sales Managers Need to Master

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30 Jan

Role-playing is an essential coaching tool to develop salespeople. They are 4 situations where role-playing works particularly well: recruitment, onboarding and development of a salesperson as well as during pre-meeting coaching sessions.

Louis Larochelle

4 minutes read

Improve Your Sales Coaching with Role-Play

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9 Jan

With this ultimate sales coaching guide, learn when and how often to coach, how to set coaching goals and how to use role-playing as a coaching tool.

Louis Larochelle

8 minutes read

The Ultimate Sales Coaching Guide

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24 Oct

Sales coaching is an essential component of the sales manager’s role and responsibilities. Coaching can be done in groups or individually, but regardless a manager needs to find daily opportunities to coach each rep. The post-call coaching session is one such opportunity…

Frédéric Lucas

3 minutes read

5 Components of Killer Post-Call Coaching Session with your Reps

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19 Oct

Sales managers tend to misuse sales pipeline reviews. Pipeline review meetings are essential in sales coaching. Follow 5 stages of an effective review.

Louis Larochelle

4 minutes read

How to Run an Effective Sales Pipeline Review

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12 Oct

Sales managers need to coach their salespeople on multiple occasions – before a rep’s prospect meeting is one of those moments. A pre-meeting session is divided into two stages: the first is to establish the context and the second is to provide the necessary coaching.

Frédéric Lucas

3 minutes read

How to Coach Your Salespeople Before a Prospect Meeting

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11 Jul

Recruiting with LinkedIn is an ideal way to hire an elite salesperson – especially when you are in sourcing mode. Discover the 5 elements of successful sales recruitment. Also find the 3 message templates to send…

Frédéric Lucas

4 minutes read

Recruiting with LinkedIn: How to Find Elite Salespeople