Sales Coaching

What is sales coaching?

Sales coaching is a process of mentoring salespeople to improve performance and achieve consistent success through a process involving ongoing individualized instruction.

Sales coaching is also a formal process that involves ongoing, individualized instruction Rather than a manager telling their team what to do, sales coaching includes: Guiding sellers to discover how to achieve their objectives.

What is the role of a sales coach?

A sales coach’s responsibilities include mentoring new and seasoned salespeople, designing individual and group coaching sessions, and preparing relevant material.

What is the benefit of offering sales coaching to your salespeople?

A sales coach helps your sales teams to work together more effectively, close more lucrative transactions, increase revenue, gain new clients, and retain those you already have. Your salespeople develop into sales professionals rather than staying a salesperson.

What does an effective sales coach do to create measurable results?

·       Establish individualized success plans.

·       Involve management to clearly learn what their expected outcomes are for both their salesperson and the coach.

·       Works one-on-one with the salesperson to create a sales performance plan designed to meet their and management goals.

·       Successful sales coaches don’t just set goals and tell people what to do. Effective coaching involves empowering the salesperson to act.

How does a sales coach do to inspire confidence when coaching individual salespeople or sales teams?

·       Demonstrate how it is done.

·       Role-Play with them.

·       Salesperson practices in real-time.

·       Coach and salesperson review outcomes and make changes as needed.

What are the different types of sales coaches?

There are three main types of sales coaching, namely strategic coaching, observational coaching, and motivational coaching.