Why Sales Coaching?
Top athletes perform at their peak with sports coaches. Sales consultants sell best when they are coached. Sales coaching is a time intensive and essential part of sales training. The vast majority of lessons learned at seminars are never applied without it. Using a blended approach optimises retention and maximises the return on your training budget.
In today’s demanding work environment, many sales managers forego this critical activity. Furthermore, many of these well-meaning leaders have never undergone training on coaching. In either circumstance, it simply makes sense to outsource sales coaching.
What Are the Benefits of Sales Coaching?
In addition to increasing retention of training materials, sales coaching helps consultants to overcome personal barriers to effective selling. If the consultant has difficulty with prospecting, this can be addressed during the session. It is a holistic approach to personal improvement and performance.
What Is Involved?
The session involves 1-to-1 time between the sales consultant and sales trainer. They discuss the seminar, consolidating the consultant’s understanding of the material. The sales coach then plans with the consultant ways to apply the principles and adapts it to their personal selling style.
Goal setting and accountability are another critical aspect of sales coaching. Being clear about goals helps sales consultants be more productive. Accountability significantly increases the chances of their achievement. The end result is greater morale and sales performance.
What Is Buddying?
Like sales coaching, buddying includes spending 1-to-1 time with the sales consultant. The coach listens to and observes the rep’s selling approach for points of improvement. The coach then provides instant feedback, allowing the individual to fine-tune their style for best results. Buddying is also beneficial for deal-management. It becomes an ideal time to brainstorm new strategies to progress high-stake proposals.
Another side benefit of buddying is overcoming call reluctance. As a major cause of failure in sales, having a sales coach sitting with the consultant helps them to overcome any hesitations or excuses!
To discuss how sales coaching can benefit your team, please don’t hesitate to contact us!