@eastonuniversity: How Sales Managers Can Help Reps Close Deals How can sales managers actually help reps close deals? They need the CUSTOMER STORY. Not just: "WHEN'S IT CLOSING?" Sales reps: HELP YOUR MANAGER HELP YOU CLOSE. Tell them: WHAT is important to the customer? WHY is it important? What is the PROBLEM COSTING them? What RESULT are they trying to achieve? And how do you know? THE CUSTOMER TOLD YOU. Don't assume the customer cares about something because marketing wrote a white paper about it. Slow down. ASK. LISTEN. Understand what's happening in their world. Then bring your manager into the opportunity. Now they have something to COACH. And give your manager some grace. They're probably getting pressured from above too. STOP MANAGING THE CLOSE DATE. START COACHING THE CUSTOMER STORY. Matt Easton | Founder, Easton University Professional Sales Coaching EastonUniversity.com #SalesManagement #SalesCoaching #SalesLeadership #B2BSales #MattEaston #EastonUniversity
