Why do sales people struggle so much? Are we too impatient? Can we actually receive coaching?

Selling Saas

How important it is to focus on how to solve the problems of their clients. It's more important to understand what the client is truly looking for, rather than just providing a product or service that might solve the problem.

Then when interviewing sales reps, they look for coachability. This means giving harsher feedback than necessary to see how receptive the person is to feedback. The key takeaway from the conversation is that it's important to understand the client's needs and be open to feedback in order to be successful in sales.

When interviewing a candidate we asked him to do a role play over the phone, where the interviewer was the ideal customer. He was average in the role play, and he was very quick to pitch. In the second interview, they ripped the role play apart, giving praise where needed but also pushing to find the ‘snapping point’ of the candidate’s coachability. The candidate got defensive and called the rest of the interview off.

OTHER TOPICS:

- "Understanding the Person Behind the Problem: A Discussion on Selling SaaS"

- Conversation on Connecting with Customers and Finding Out What They Truly Need

- Conversation Summary: Coaching for Improved Performance

- "The Impact of Coaching on Sales Performance"

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