294: Sales coaching can be the shortest path to solving the performance problems of your sales team with Peri Shawn

Peri Shawn, author of Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges

Peri Shawn and Bill Ringle discuss common challenges and straightforward solutions to sales performance problems for small business leaders and sales managers in particular.

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

Top 3 Take-Aways from this Interview

  • The salesperson is most likely to listen and change their behaviors if they feel they have been part of the process, not just told what to do.
  • Determining your effectiveness as a coach shows in how well your sales team’s skills improve as a result of your coaching.
  • Coaching sales performance is most effective when it is based on specific, behavioral and observable performance.

Tweet-Ready Insights from this Episode

Most successful sales coaches excel at 'active listening.' #MQ4B Ep294 with Peri Shawn (@PeriShawn), author of Sell More with Sales Coaching Click To TweetA salesperson is much more likely to change a behavior if they discover the gap themselves. #MQ4B Ep294 with Peri Shawn (@PeriShawn), author of Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges Click To TweetAsk questions first to promote self-discover by the salesperson. #MQ4B Ep294 with Peri Shawn (@PeriShawn), author of Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges Click To TweetGaining buy-in for sales coaching from salespeople can be an obstacle. #MQ4B Ep294 with Peri Shawn (@PeriShawn), author of Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges Click To TweetSales coaching should never be viewed as punishment for poor performance. #MQ4B Ep294 with Peri Shawn (@PeriShawn), author of Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges Click To TweetCollaboration is key to changing behaviors. #MQ4B Ep294 with Peri Shawn (@PeriShawn), author of Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges Click To TweetSalespeople will take more ownership of changing their behavior if they feel they are discovering problems and solutions on their own. #MQ4B Ep294 with Peri Shawn (@PeriShawn), author of Sell More With Sales Coaching Click To TweetReframe the discussion around the shared interests that are foundational to working together. #MQ4B Ep294 with Peri Shawn (@PeriShawn), author of Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges Click To TweetEnsuring your sales coaching is effective will increase the likelihood that you will retain your good and top-performing salespeople. #MQ4B Ep294 with Peri Shawn (@PeriShawn), author of Sell More With Sales Coaching Click To TweetThe effectiveness of your sales coaching will also impact the effort your team members put in to their sales role. #MQ4B Ep294 with Peri Shawn (@PeriShawn), author of Sell More With Sales Coaching: Practical Solutions for Your Everyday… Click To TweetSalespeople get better sales results when they stop focusing on closing people and start focusing on helping prospects with their buying decisions. #MQ4B Ep294 with Peri Shawn (@PeriShawn), author of Sell More With Sales Coaching Click To TweetTo help your salespeople increase their sales, clarify that their role is to help others with their buying decisions instead of closing. #MQ4B Ep294 with Peri Shawn (@PeriShawn), author of Sell More With Sales Coaching Click To Tweet

Interview Insights

Read the Show Notes from this Episode

  • Peri shares that her father taught her to engage in other people what’s important to them and being economical. [1:38]
  • Peri mentions the impact of having a sense of responsibility that she learned from her father. [5:12]
  • Peri emphasizes that the book is specifically written for sales managers and teams. [7:18]
  • Peri draws attention to the process of how she evaluated a BPO client and helped them improve their sales margins. [10:23]
  • Peri identifies that once you get beyond four sentences you can lose the clients. [11:57]
  • Peri reveals the importance of the neuroscience of buying. [12:18]
  • Peri underlines effective communication to develop emotional engagement for sales. [16:13]
  • Peri emphasizes poor communication skills can destroy trust for a sales prospect. [18:20]
  • Peri denotes sales managers should coach reality not theory. [24:15]
  • My Quest for the best lightning round [25:09]

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Expert Bio

Peri Shawn is the award-winning author of the book Sell More with Sales Coaching.

You may have read some of her articles in SellingPower, Salesforce.com, Entrepreneur, Sales and Marketing Management Magazine, Inc., National Post, and Forbes.

Peri teaches and coaches sales VPs and their teams how to coach, increase sales and improve the client experience. She leverages the neuroscience of leadership and buying to help businesses grow.

Her company, the Coaching and Sales Institute, has worked with such teams as KPMG, GE, Hallmark, AT&T, Direct Energy, Bell, the Royal Bank of Canada and Rogers.


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Contact Info for Peri Shawn

Web address: https://www.coachingandsalesinstitute.com/

Travels from: Woodbridge, Ontario

Social Media Links

Twitter | LinkedIn | Instagram

Books Authored by Peri Shawn



Resources Mentioned During the Interview

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