Importante analisar o coletivo e depois o individual. Revisitar o processo, orientar sobre a meta, praticar roleplays com cenários diferentes, mapear os clientes com maior probabilidade de fechamento e apoiar o vendedor na condu??o. Importante respeitar o perfil de cada colaborador e se dedicar para entender em qual etapa do processo de vendas ele precisa de ajuda e ajudar! Essa atitude estabelece confian?a e melhora o engajamento do colaborador.

Talk openly with the team to establish all causes of poor sales. Training on the issue of service, knowledge of the range, raising motivation, building trust within the team and defining goals for the start on a short-term level are the steps that should be taken. Show empathy, recognize merits, but also give concrete feedback on what needs to be changed. In essence, it gives the staff a sense of security to know that they are on the right path and thus increases motivation and a sense of satisfaction in the workplace.

To coach a struggling team member effectively, I start by understanding their specific challenges, whether it’s prospecting, closing, or handling objections. Together, we set clear, achievable goals and develop a tailored action plan, focusing on key skills and techniques that address their needs. I provide hands-on guidance, sharing strategies and role-playing scenarios to build their confidence and competence. Regular check-ins allow us to track progress and adjust the approach as needed, reinforcing successes and addressing any lingering gaps. By offering both practical tools and consistent support, I help them build momentum and ultimately boost their performance.

Sales is unlike most other jobs. If your head isn't in the right mindset, you're not going to win regardless of the hours you put in. Attitude + Activity + Skills = Success. So, start with attitude and make sure your team isn't dealing with outside issues or getting negative about their outcomes. Then focus on Activity. Are we spending enough time doing the things that ACTUALLY help us sell more jobs? If not, get those numbers up. Making 2 presentations is vastly different than making 20 and the best way to build confidence, is by being busy. Last, but not least, is skills. This should be something you work on EVERYDAY as well. Don't wait until the train derails to decide you need to improve your game. Keep the Axe sharp always.