Negotiations Ninja Podcast
Developing Internal Sales & Negotiation Coaches with Steve Benson, Ep #413
Nov 20, 2023
Steve Benson, Founder and CEO of Badger Maps, discusses how sales managers can empower their teams to become better negotiators on the Negotiations Ninja podcast. They talk about the importance of developing internal sales and negotiation coaches, identifying suitable candidates, handling price negotiations and objections, and the role of Badger Maps in field sales.
24:46
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Quick takeaways
- Align compensation plans with negotiation skills to motivate effective negotiation and maintain profit margins.
- Develop effective sales coaches by identifying individuals with leadership potential and investing in their development.
Deep dives
Improving Negotiation Skills as a Sales Manager
In this podcast episode, Steve Benson, the CEO of Badger Maps, discusses strategies for sales managers to help their teams become better negotiators. He emphasizes the importance of aligning the team's compensation plans with negotiation skills, rather than solely focusing on revenue. By incentivizing the team to prioritize good negotiation skills and maintaining profit margins, sales managers can ensure that their team members are motivated to negotiate effectively. Additionally, Benson suggests actively identifying the strengths and weaknesses of individual team members in negotiation and leveraging the expertise of high-performing negotiators to train and coach the rest of the team.
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