The power of simple for sales coaching

I just finished participating in two Funnel AuditsTM with a client of mine in the chemical industry, and I am reminded that a simple sales process is a powerful tool for effective coaching.

The sales director lead the Audits and did a wonderful job of fulfilling his purpose - helping his salespeople see things they aren't seeing regarding their funnels and their deals. His simple questions got to the heart of the issues. His salespeople diagnosed better. Better diagnosis set up a better sales strategy for each deal we reviewed.

Let me know if you think a simple sales process is more effective than a complex one and share your experiences with either type. Tell me what simple or complex looks like. Thanks.

Have sales funnel will travel

It's 11:06pm EST and I'm getting ready to conduct a funnel training session through Microsoft Live Meeting to a Funnel Principle client in Asia. We'll have an eclectic group on the session - managers from China, Korea, Japan, India, Hong Kong and more.

I've had the privilege of conducting sales training in person in several countries during my 14 years as a sales consultant and I'm always amazed at how well good sales concepts 'travel'. Sometimes however, the connection isn't made.

I'd be interested to hear what your international sales training experience has been, and in particular what types of training traveled well and what types did not (no need to mention brand names, rather, just mention 'category' info such as face to face sales skills, negotiation, account management, territory planning, funnel management, etc.