We work with individuals and teams in a highly focused manner to help them increase effectiveness, assertiveness, confidence, revenue & sales targets.
Every individual and team is unique and no intervention is ever the same. Each step of the journey is custom made.
We believe that effective sales coaching is repetitive, individualized, meant to enforce or correct behaviour, part of your daily and weekly routine and focused around skills and technique and not only sales targets.
Examples Of Sales Coaching Actions
- Reviewing a call, proposal or meeting with a sales person and discussing what went well and where they could improve
- Scheduling weekly check-ins with sales person to discuss objectives and areas of the sales process they’re less confident in
- Shadowing a sales person’s meeting or phone call with a prospect
- Acting as a soundboard for the sales person and assisting with meeting preparation, presentation skills and role play
- Keep the sales person focused and motivated when they face obstacles in the sales process
- Assist the sales person with prospecting, expanding networks and connections
Sales coaching—working one-on-one or in small groups with firms and individuals in a highly focused manner to help them increase effectiveness, revenues, and sales targets.
Sales coaching is one of the most powerful, impactful ways to increase revenue and boost individual or group performance.
People are often surprised by the effect of sales coaching, both in terms of “hard numbers,” as well as the changes they see in the people being coached.
There are myths about sales coaching that needs to be addressed
- “Sales coaching is like every type of coaching” A successful sales coach has a credible track record and knowledge of sales.
- “Sales coaching is a cure for everyone” Sales coaching is not a magic bullet. 80% of the results from sales coaching are derived from 20% of the investment in people and clients. The process is more like working with a scalpel than a hacksaw.
- “Sales coaching is about asking the right questions and active listening” Active listening and asking the right questions are important elements of the sales process but I will advise, transfer knowledge, interrogate and suggest alternative ways in order to achieve the best sales results in the shortest period of time.
Table 2 InsightSquared.com
Effective sales coaching is
- Repetitive
- Individualised
- Meant to reinforce or correct behaviour
- Part of each sales person’s weekly routine
- Focused on skills and techniques and not only sales targets
When combined with effective management and ongoing training, sales coaching is highly effective in increasing sales and building a customer base. It also provides a measurable, positive changes in any organisation.
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The Process for Effective Sales Coaching
Providing an Outside View
The first step or process involved with effective sales comes from the sales coach observation. A sales coach will take a look at your company and your sales professionals to provide a third party, unbiased, outside view of your team or an individual sales person.
Bridging the Gap
A sales coach will use their observations to tell you how far removed you are from where you should be and help you to bridge the gap so you can cover lost ground and reach your goals by bridging the gap between where you are and where you should be as a sales person or sales team.
Developing Skills
Your sales coach will also take a look at individual and team skills, tell you how to play up the advanced skills that you and your team members already have and teach you how to develop the skills that still need work.
“Without This Skill, You Won't Succeed. It doesn't matter what industry you're in. This is the one thing all successful people know how to do well” – SALES JEFF HADDEN EDITOR INC.COM