ShepHyken

JANUARY 22, 2020

That quote comes from Dan Sullivan, founder and president of the Strategic Coach program. I’ve learned a lot over the years by attending his workshops and coaching sessions. What type gets more sales? “There are two kinds of people: Batteries Included and Batteries Not Included.”. Who would you rather be around or work with?

Coaching 377

Coaching Personalization Sales Customer Service 377

Integrity Solutions

MARCH 18, 2021

Effective sales recruiting strategies start with a well-defined Sales Success Profile based on objective performance criteria. As a sales manager, it’s pretty frustrating when you spend a significant amount of time and energy coaching and developing someone only to discover in the end that, well, it’s not you, it’s them.

Sales 132

Sales Coaching Personalization Management 132

Integrity Solutions

MARCH 11, 2025

Improving sales performance is key to business growth, particularly in a constantly changing environment. Last year, Salesforce reported 67% of sales reps surveyed didn’t expect to meet their quota, and 84% missed it the previous year.

Sales 52

Sales Metrics CRM Coaching 52

Integrity Solutions

JULY 20, 2021

In many ways, building sales confidence is about expanding belief boundaries, addressing some underlying perceptions and providing the type of sales training and coaching that maximizes strengths, encourages risk taking and helps your customers think differently. Building Sales Competence Builds Sales Confidence.

Sales 123

Sales Coaching B2B Personalization 123

Integrity Solutions

MARCH 19, 2024

As a sales leader have you looked at your forecast and asked questions like these: “Do we have enough opportunities in our forecast to confidently make our goal this quarter/year?” ” Sales forecasting accuracy is one of the most important processes for running a successful sales organization.

Sales 112

Sales Coaching B2B Customer centricity 112

Beyond Philosophy

NOVEMBER 7, 2016

McDonald’s also has text-to-win sweepstakes to win tickets and sidelines passes, lunch with one of the Eagles team players, dinner with coaches, and more, all season long. Philadelphia area McDonald’s donate 100% of the income generated from coffee sales to a local youth homeless shelters.

Transportation 419

Transportation Customer emotions Coaching Employee engagement 419

CX Global Media

JANUARY 15, 2019

When you’re referring to agent performance, that can be referenced in numerous and very different categories – attendance, absenteeism, call metrics, sales metrics, customer satisfaction metrics, schedule adherence, utilization, customer satisfaction, tickets closed, first contact resolution, and so much more. Spoils of War.

Contact Center 304

Contact Center Schedule adherence Coaching Metrics 304

Callminer

MAY 29, 2019

Identifying customer trends and sales opportunities. Your call recordings can be used to identify customer trends or sales opportunities. You can then identify and correlate desired outcomes of the calls, such as driving successful sales, with certain agent behaviors, skills or language used. Improving coaching and training.

Contact Center 223

Contact Center Coaching Analytics Call Center 223

Integrity Solutions

SEPTEMBER 23, 2024

Sales enablement has become an integral component of the modern sales organization, yet there is still confusion around what sales enablement actually is and, crucially, how to really make it deliver results for your salespeople and your business. They appreciate the investment and tell others that their new coach is the best!

Sales 107

Sales Coaching Telecommunications Accountability 107

Integrity Solutions

JANUARY 28, 2021

It’s important to understand what it’s really going to cost you when you lose a sales rep — and what steps you can take to minimize your turnover rates. Every sales leader can relate to that pit-in-the-stomach feeling when a star sales rep says they’re moving on. In some industries, average sales rep tenure is just two years.

Sales 115

Sales Coaching Morale SaaS 115

ShepHyken

NOVEMBER 6, 2019

I’ve been a part of Dan Sullivan’s Strategic Coach program for 20 years. Once a quarter, I meet with my coach and spend the day working on my future. My belief is that success doesn’t happen by accident, and the Strategic Coach program has helped make my quest for success a purposeful effort. First, a little background.

Coaching 257

Coaching Sales Customer Service Personalization 257

Callminer

AUGUST 1, 2017

Alex Tebbs is the Co-Founder and Sales Director at VIA , the UK’s largest Hosted Skype for Business solution. Rachel Ivers worked as an Inside Sales Representative for 8z Real Estate for one and a half years. Katherine Dougherty, MaidPro National Sales Center Director, describes herself as being MaidPro born and raised.

Contact Center 334

Contact Center Call Center Average Handle Time Real estate 334

Integrity Solutions

JUNE 24, 2024

Imagine having a sales team coach who sees the potential in you that you don’t even see in yourself—and then is committed to helping you help live up to that potential. Most leaders agree that the role of sales team coach play a key role in helping salespeople achieve their goals. Their instinct is right.

Coaching 66

Coaching Sales Surveys Banking 66

ShepHyken

MARCH 6, 2020

This week we feature an article by Patricia Fripp, executive speech coach and sales presentation skills trainer. Everyone makes a difference: the sales force, the service technicians, the clerical staff, the PR department. Patricia Fripp is an executive speech coach and sales presentation skills trainer.

Customer Service 249

Customer Service Coaching Advertising Scripts 249

ShepHyken

NOVEMBER 20, 2020

By coaching to handle every situation amazingly well, you can improve reputation and get more sales/. Remember that employee education should be an ongoing process to keep service quality high and hit sales goals. How to avoid that if you’re running an eCommerce business? Only by delivering amazing customer service.

Customer Service 382

Customer Service Chatbots Education Feedback 382

ShepHyken

JANUARY 9, 2019

My friend, Shary Raske , a motivational speaker and coach, sent in a story that reminds me that sometimes common sense isn’t so common. There was plenty of toilet paper for sale. Now, some of you may point out, that the toilet paper on the floor is for sale, not for use. His response was, “We don’t have any.”.

Customer Service 324

Customer Service Coaching Sales Management 324

Integrity Solutions

JUNE 13, 2023

It would follow, then, that increasing coaching effectiveness is one (major) tool in the toolbox to help solve these problems. Employee engagement is very much emotional, and it’s managers and the coaching culture they create that can make or break those emotional ties. Why does a coaching culture matter?

Coaching 92

Coaching Employee engagement Sales Management 92

ShepHyken

APRIL 23, 2019

He and his fellow teachers—called “coaches”—focus on creating leaders and building self-confidence in their students using music as a tool. Don’t brand the gifts or turn them into a sales ploy; this is an opportunity to insert some humanity into a service interaction. A coach focuses on the student.” – Mike Grande.

Coaching 281

Coaching Personalization Sales Customer Experience 281

CX Global Media

JULY 6, 2018

AI can’t coach your agents. But what AI could do is help your supervisors to more effectively and efficiently coach agents. Supervisors do not have the time to collect and interpret it all and then go coach. What is it that they should be coaching them on. Artificial Intelligence can’t coach them.

Contact Center 240

Contact Center Coaching Business Process Outsourcing Call Center 240

Integrity Solutions

JANUARY 18, 2021

This past year laid bare some critical underlying selling skills and cracks in their sales pipeline that sales leaders were able to ignore or avoid while focusing on more immediate concerns. It’s also clear that the shift to a remote sales model isn’t just a temporary fix. New Sales Pipeline Strategy. By Will Milano.

Sales 127

Sales Coaching B2B Metrics 127

ShepHyken

SEPTEMBER 22, 2021

Principle Seven: Make sure there is a good coach – When I look at the best teams in business, whether they are customer service teams, sales teams, finance teams, etc., The leader of a truly effective team is like the coach of a professional sports team. I recognize that they all have good leadership.

Customer centricity 283

Customer centricity Coaching Finance Customer Service 283

Integrity Solutions

JUNE 10, 2024

There’s no real sales conversation or dialogue. Most sales leaders today recognize this isn’t a sustainable way to develop business and cultivate a long-term customer base. Today’s buyers are not only are turned off by the relentless sales talk, they’re also more informed than ever.

Sales 114

Sales Scripts Personalization Coaching 114

Integrity Solutions

SEPTEMBER 12, 2023

As a high school football coach, I always get excited this time of year. As coaches, it’s up to us to put each player in the best position to succeed, teaching the mindset, skillset and disciplined processes needed to win the next play. Kids who represent their communities, fellow classmates and their families.

Sales 103

Sales Coaching Scripts Personalization 103

Beyond Philosophy

MAY 25, 2022

As a result, their team was always pressured to streamline staffing, coached to be as efficient as possible with multiple priorities, and designed to generate the least amount of cost. Contact center employees felt like second-class citizens in the organization, not nearly as valuable or venerated as sales and marketing.

Contact Center 370

Contact Center Consulting Consulting Coaching 370

Integrity Solutions

FEBRUARY 1, 2024

Is sales still a viable profession today? While the selling environment has undergone some pretty dramatic changes in recent years, if anything, they’ve only heightened the need for sales professionals who care about, can connect with and actively listen to their customers. Is it something needed or that people even want to do?

Sales 108

Sales Coaching Scripts B2B 108

Integrity Solutions

JULY 24, 2024

One of the most critical areas where small businesses can gain a competitive edge is by investing in their teams’ development, particularly through sales training. The Fundamental Element Sales Training Often Overlooks Sales training is often deployed with a focus on product knowledge, process, selling skills and techniques.

Sales 106

Sales Coaching Marketing Scripts 106

Integrity Solutions

NOVEMBER 29, 2022

While investing in sales training can produce a range of benefits, all of us in sales know it all boils down to the bottom line. Here are the sales training metrics you should be using to measure your success. How to Determine Sales Training Metrics. How to Determine Sales Training Metrics.

Metrics 92

Metrics Sales Coaching Accountability 92

Integrity Solutions

OCTOBER 23, 2023

One of the most common pathways into sales is… accidental. Many people find themselves taking a sales role almost as a layover en route to their “real” career. And then a funny thing happens: They realize they like doing sales. “To become successful in sales, you need a lo t of networking.

Sales 115

Sales Coaching Education Feedback 115

CCNG

AUGUST 14, 2024

My previous experience working with outbound sales agents proved invaluable: there were scripts to be followed, and the most successful agents were always those who could read a script and carry on a conversation without sounding like a robot. It was also important that the agent could demonstrate an aptitude for coaching and improvement.

Scripts 195

Scripts Call Center CCNG Outbound sales 195

Integrity Solutions

AUGUST 24, 2022

If you’ve implemented sales training this year, you’re not alone. Studies have shown that upwards of $15 billion is spent annually on sales training in the United States alone. And are there specific sales training strategies behind that critical investment to help ensure its success and strong ROI?

Sales 91

Sales Coaching Calibration B2B 91

Integrity Solutions

MAY 23, 2023

Sales prospecting is vital to the success of any sales organization. Simply learning how to find, approach and engage new customers is at the heart of being able to meet and exceed your sales goals. Why Is Sales Prospecting More Important Than Ever? What is Sales Prospecting?

Sales 97

Sales Coaching Brand ambassadors B2B 97

ShepHyken

JUNE 21, 2019

Across simple sales and customer support journeys, where conversations are process driven, chatbots can be used effectively. Live chat flourishes in complex sales and customer support journeys. Read Shep’s latest Forbes article: Coach Of Stanley Cup Champions St. Louis Blues Teaches Valuable Business Lessons.

Chatbots 311

Chatbots Customer Experience Scripts outsourcing 311

Integrity Solutions

FEBRUARY 12, 2020

Many sales influencers are doing great things, but we wanted to shine a spotlight on a few of our favorites, those whose viewpoints align well with ours and can help motivate you and your teams to perform better in 2020. . Sales Influencers You Should Be Following. by Will Milano. Alan Allard . Joanne Black . Tiffani Bova .

Sales 131

Sales B2B Engineering Consulting 131

Integrity Solutions

DECEMBER 13, 2024

From predictive analytics and sales automation to chat bots and conversational intelligence, more businesses are taking advantage of the latest advances in artificial intelligence (AI) and automation capabilities. What this technology can’t do, though, is replace the human touch in sales.

Sales 88

Sales Coaching B2B Self service 88