December 17th, 2021

12:00pm - 1:00pm EST/EDT

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AA-ISP Atlanta Chapter invites you to join our December Virtual Meeting where we will discuss how can Sales Managers improve each individual sales rep’s quota attainment.

Session details:
A 2020 study by WorldatWork found that a full two-thirds of all salespeople will miss their quota. Clearly a consequence of the global pandemic, missed quota will ultimately result in missed revenue goals for the organization. Sales Managers believe their leadership and coaching positively affects deal outcomes yet reps disagree about not only the quality of the coaching they receive, but from their standpoint, if it’s even happening at all.   Regardless of who is right, the gap is clearly resulting in a financial impact on both salespeople and their organizations.

There is a way to help sales managers effectively coach their teams so that reps meet or even exceed quota, allowing the organization to attain revenue goals. Sales managers who effectively coach will:

1. Coach for focus: Sales reps experience a ton of distraction on any given day.  They are responsible for incoming requests from clients and existing prospects as well as outbound prospecting for new clients. Sales managers who effectively coach can help reps focus on the actions and deals that matter.
2. Manage from the InsideOut: Managers often feel their style is more collaborative, while reps feel the coaching they typically receive is directive. Instead of focusing on what they can tell them, managers should focus on what they can draw out of them.
3. Check-In regularly: The most common reason managers put off coaching is because they feel like they don’t have the time. Good coaching is not about doing more work, but doing the work they are already doing differently.
4. Set clear agreements: Regardless of the difficulty of the sales landscape, salespeople should still be held accountable to have a plan of action in every situation.  

During this session, Bill will explore the actions Sales Managers can take to positively affect individual quota and ultimately the organization's revenue.

Learning Objectives

1. Create a context of possibility using an “inside-out” approach to performance improvement.
2. Increased focused attention using a simple repeatable process.
3. Develop an environment of accountability that will produce predictable and sustainable results.

Register:

This AA-ISP-hosted Virtual Chapter Meeting is complimentary and open to all. Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us.

Feel free to contact us with any questions at memberservices@aa-isp.org or call 1-800-604-7085 ext 130.

Register:

This AA-ISP-hosted Virtual Chapter Meeting is complimentary and open to all. Can't join live?  No problem, register anyway to receive the playback information!

During the scheduled presentation, if you are experiencing any trouble connecting or accessing the session, please Click here to contact Zoom Support or visit https://support.zoom.us.

Feel free to contact us with any questions at memberservices@aa-isp.org or call 1-800-604-7085 ext 130.