How can sales coaching and training deliver against your companies Mission, Vision and Value statements?
What is Sales Coaching?
Sales Leaders invest in sales coaching to maximise sales team members performance and empower them to positively impact the greater organisation. The sales coaching process is designed so every team member is supported and equipped to effectively reach their personal goals and contribute to the company.
Effective sales coaching is iterative, individualised, and inclusive. It’s designed to reinforce positive behaviour or correct negative behaviour. Typically part of the team daily or weekly routine, sales coaching is focused on skills and techniques rather than just numbers.
What does a Sales Coach do?
A sales coach uses data to monitor individual team members’ performance to identify areas for improvement and reinforce behaviours that lead to success. They also develop coaching initiatives that build confidence in the team members by providing them with the tools and skills they need to succeed.
Most importantly, a sales coach creates an environment of success that empowers employees to feel they can grow, contribute to team success and take accountability for their performance. Becoming an effective sales coach comes from experience, but there are various sales coaching programmes that can help build successful teams that consistently meet and exceed targets.
It’s important to note that a sales coach is focused on the individual development of a team member, which is what differentiates the role from a sales manager.
What doesn’t fall under the sales coaching umbrella?
Telling salespeople exactly what to do (rather than giving them the end goal and letting them figure out the specifics).
Giving the same advice to every single person.
Ignoring individual motivators, strengths, and weaknesses.
Sales Coaching & Training Goals
It’s best to adapt your sales coaching goals to align with the business. E.g., if your company aims to achieve 100,000 in revenue per quarter, you should adapt your coaching to drive the team members to meet that goal.
Here are some selected sales coaching goals and objectives that can relate to every company:
Strengthen relationships within your sales community and create an environment of trust.
Provide consistent and ongoing coaching and feedback,
Work with the sales community to develop the professional skills they need to succeed
Build confidence in their ability to succeed by calling out behaviours that lead to success.
Inspire team members to take responsibility and accountability
Sales Coaching Tips
Focus on the middle 60%.
Share your vision.
Learn each salesperson’s drivers.
Use incentives effectively.
Give personal rewards.
Seek and experiment with new coaching practices and resources.
Prepare and practice with multiple coaching scenarios.
Leverage your entire sales team.
Have the hard conversations.
Provide more positive than negative feedback.
