What is Sales Coaching?
Sales coaching is a formal process that develops an individual salesperson at any level on their journey, to achieve their full potential. A sales coach uses their expertise and questioning skills to facilitate conversations that allow them to discover areas for improvement to enable personal growth.
The role of a coach is not to solve the problems for the employee or tell them how to do their job, their role is to make the employee more effective and impactful. The most successful sales managers know how to balance their time between coaching their team and managing them, understanding that lasting behavioural change requires continuous, ongoing reinforcement.
The key elements to successfully coaching your team are:
Consistency. The conversation must take place at a regular, scheduled time every week
Privacy. The employee must feel like they are in a safe and private environment to talk openly and freely
Focused. The conversation must be focused on removing barriers and finding solutions to generate improvement
The role of a coach is to pull every ounce of potential from each and every team member, each and every day
The benefits of a coaching environment
Sales coaching has been proven to have a positive effect on the bottom line of many organisations. It has been shown to improve
retention rates and employee turnover by investing time and effort into the offering of further professional development opportunities.
It is important to remember that it isn’t just the sales team that require coaching, the sales manager (although taking the role of the coach) also needs continuous support too. Regular and structured sessions can provide a thought provoking environment that promotes creativity and inspiration in the mind of your sales leader, right through to your new employee.
Millions of dollars are spent annually training sales teams in a variety of different areas however without positive reinforcement, those learning's are often forgotten very quickly and old habits sneak back in. Regular training, coupled with long-term continuous coaching is the ideal combination to creating a successful sales engine for your business.
Regular reflection can inspire and uncover great new ideas that can be encouraged for the better of the team
Effective coaching empowers sales people to make better and faster decisions improving business productivity
Individual sessions lead employees to gain a greater self worth resulting in fulfilment through increased success
Better performing sales people will result in more revenue billed for your organisation
A sales coach and a sales manager perform different functions and responsibilities, have different skillsets and because of this, achieve quite different results.
Sales Coaching delivers results
Investing in and developing a high-performing sales division should be a no-brainer for any business. According to the CSO Insights Sales Enablement Optimisation Study, they found that a formal or even dynamic coaching process helped more salespeople to achieve their quota (by 10%), and win rates could be improved even more.
By focusing on leading indicators (activities and behaviours) rather than measuring the results after the fact, a sales manager can create lasting change that continues to improve through positive reinforcement. Results cannot be managed, but behaviours and actions leading up to this point can.
Let's work together
Finding a way to create a healthy balance between individual development, training and output is key to your business success. If your focus has been primarily on the results of your team rather than the actions of each individually, working with Laura will help your organisation make positive changes to create lasting results.