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Peri Shawn
Peri Shawn is a sales coaching thought leader who transforms the complexity of getting salespeople to perform better into the fewest number of action steps to help them sell more. Peri’s company, the Coaching and Sales Institute (CSI), has been in the sales coaching business for 25 years and is the sales training and coaching behind the launch of such products as the debit card and Blackberry in Canada. Peri has authored Sell More with Sales Coaching (Wiley, September 2013) as well as the three corporate guidebooks.
Many sales managers use their CRM to stay on top of what their salespeople are doing and the results they are getting. These are important aspects of CRM usage.
Your CRM can also be a great sales coaching aid. The data it provides gives perspective to the past so you can better help your...
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Sometimes salespeople get flustered when clients raise objections. And because of this, they can lose their sense of where to go next in their sales conversations. When you find yourself in this situation, discover where to take the conversation next by examining the root of the...
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We buy on emotion justified by logic. If you are like most salespeople, you probably agree with this statement. Yet, you may not be leveraging this insight during your sales conversations. For example, are you using both emotion and logic in your sales conversations?
Here's one...
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Sales managers typically use their CRM in one of two ways when they sales coach. They either “coach the numbers” or coach their people.
When sales managers “coach the numbers,” they typically enter into their sales coaching sessions armed with their CRM numbers, as if talking about...
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“My sales manager drives me crazy during sales coaching!” These were Marianna’s exact words.
Many wouldn’t expect this from a top salesperson. She went on, “I know he means well but his sales coaching isn’t improving my sales. He mostly talks about my numbers. I’m frustrated because I really do...
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