Are your sellers natural-born decision makers? Or is decision making a learned skill? While some people may be naturally adept at making decisions, it is likely that your sellers still need a little help refining their decision-making skills. Some may need a lot of help. After all, anyone can make a decision, but it takes skill to make the right decision at the right time. Sellers need to know how to make critical decisions early in the sales process. Before sellers even begin planning a sales call, they need to determine which prospects in a territory to focus on, where to apply selling effort, and who to contact within those accounts.
As you can see, the way a seller plans and conducts a sales call is but one of many important activities a seller must execute. Each of these important activities involves decision-making. Managers who focus coaching effort on helping sellers make these critical decisions can ensure that sellers are applying the right amount of selling effort in the right accounts for the right reasons with the right people to develop the right opportunities.
But here’s the bad news. Although decision making is an important skill for sellers, it is … Read the rest