Sales Coaching

Sales Coaching - enabling sales performance to build a winning sales team

Sales coaching is a formal process that involves ongoing, individualized skill development on the part of sales managers to improve rep performance. Rather than a manager telling their team what to do, sales coaching includes:

  • Guiding sellers to discover how to achieve their objectives
  • Correcting behaviours that don’t have an impact
  • Reinforcing behaviours that lead to success
  • Developing the skills of your sales team, not just boosting numbers

Sales coaching is the process of evaluating reps’ skills, knowledge and readiness, and providing feedback for continuous improvement in performance. It is a leadership skill that develops each salesperson’s full potential. Sales managers use their domain expertise along with social, communication and questioning skills to facilitate conversations with their team members that allow them to discover areas for improvement and possibilities to break through to new levels of success.

Why is Sales Coaching Important?

  1. Coaching Can Boost Revenue

    Improvements in the skills of your sales force will without a doubt bring in more revenue for your organization. It would only make sense that since revenue is what keeps your company going than you would want everyone on your sales team to be squared away and firing on all cylinders. Proper training and coaching regimen will keep everyone sharp and on their toes, directly impacting sales and revenue.

  1. Sales Coaching Can Improve Productivity

    A steady regimen of proper and effective sales coaching can give your sales team the confidence to take care of tasks and objectives without being asked or told to. The benefits of sales coaching can give the team clear and defined steps and make them more productive by motivating them to be more efficient and effective.

  1. Coaching Can Help Close Bigger Deals

    Sales coaching can help your team close deals more often or even reel in bigger fish. Your sales force becomes proficient at closing deals when sales reps hone their skills and gain the confidence to tackle more responsibilities. Coaching can help instil best practices that sales reps can fine-tune as they close more deals.

  1. Coaching Can Strengthen Your Organization

    Good coaches can bring the team together for a win, but great coaches turn teams into champions. The same is true for your sales team. Think of the sales coach as a beacon of morale for your sales representatives. Great sales coaching won’t just improve individual performance but it can also instil a sense of comradery, unity, and teamwork within your network of sales representatives. There are a lot of moving parts involved in closing a deal. Great sales coaching can ensure that everything is running like clockwork.

  1. Coaching Can Help Bring In New Clients And Appease Current Ones

    While repeat business is likely essential, it could get difficult to dig your team out of a rut if you find yourself in one if you can’t bring in new clients. Great sales coaching has the added benefit of inspiring and motivating sales representatives to feel more comfortable about taking risks which can lead to big deals and clients.
    Great coaching can also improve your customer service which can, in turn, appease your clients and raise awareness about your business through word-of-mouth.

  1. Coaching Can Improve Employee Satisfaction

    “Highly engaged employees make the customer experience. Disengaged employees break it.”
    – Timothy R. Clark, The 5 Ways That Highly Engaged Employees are Different

    People appreciate being coached because of the comfort of having directions and clear instructions. Coaching provides sales representatives with guidelines that could potentially help them to be better at their jobs, which in turn improves satisfaction. You want your sales representatives to enjoy their jobs. Fulfilment comes through success. Effective sales coaching can improve employee satisfaction through a sense of accomplishment.

  1. Sales Coaching Can Help Improve Employee Communication Skills

    The benefits of sales coaching go far beyond just increased revenue. The challenges and obstacles one overcomes professionally are not unlike many of the personal challenges we face every day. Sales representatives that develop and learn from effective sales coaching learn how to think better on their feet and make sharpen their decision-making skills. They are much more adept at recognizing opportunities and capitalizing them which in turn can enrich their lives in more ways than just closing a deal.

  1. Coaching Can Inspire Creativity

    “Creativity doesn’t wait for that perfect moment. It fashions its own perfect moments out of ordinary ones.”
    – Bruce Garrabrandt

    Great coaches are masters at listening and observing, that’s no secret. A great sales coach will not only support the new and alternatives ideas and solutions to problems by sales representatives, they will also help to fine-tune these ideas with their rigorous questioning. The benefit of having a great sales coach is that they are great springboards for adventurous ideas and will also help sales representatives to achieve these ideas with realistic goals.

  1. Coaching Can Improve Understanding of Products and Services

    You can’t sell anything if you don’t know everything there is to know about your product or service. A good sales coach will educate sales representatives about the products and services they are selling. Sales coaches will ensure sales representatives can speak dangerously about the most important highlights of their products and services so as to help prospects understand the benefits and importance of what your organization has to offer.

  1. Coaching Can Help Companies Prosper Through Difficult Times

    Coaching can help turn things around when a company is enduring adversity and uncertainty. Sales coaching benefits organizations of all sizes and colors. The benefits of Sales coaching include: an increase in your organization’s overall business performance, improve the quality of your product, maintain and improve the morale of your sales representatives, strengthen your employee’s resolve and commitment to the company, develop solid leaders by instilling confidence, and improve the capacity of your team to adapt to setbacks.

Sales Coaching - enabling sales performance to build a winning sales team

The benefits of sales coaching are indispensable and imperative to the essence of any successful company. Sales coaching can completely overhaul business operations and transform sales representatives. Additionally, it can revitalize your team and offer new perspectives on effective selling strategies.

How EWC can help?

  • Provide feedback regularly and immediately.
  • Create a tailored coaching program based on each rep’s strengths and weaknesses.
  • Utilize data in the sales coaching process.
  • Ask the right questions to figure out where your direct reports need help.
  • Discuss the beginning and middle of the pipeline with sales representatives—not just end results.
  • Focus on one area for improvement at a time
  • Come up with a plan of action for improvement and hold sales representatives accountable for their growth.

Benefits of EWC sales coaching services

  • Build a Motivated Sales Team
    Our framework provides support for sales managers to coach sales teams that are motivated and challenged to reach peak performance levels.
  • Improve Seller Performance
    Sales leaders will work with sellers to meet and exceed quota, improving year-over-year performance.
  • Reduce Employee Turnover
    By providing salespeople with direction, support and professional development, sales leaders will help reduce organisational turnover.
  • Increase Coaching Confidence
    Coaches will practise and deploy skills to handle difficult conversations, increasing both confidence and competence

Contact us for a FREE Consultation to see if Sales Coaching is the right fit for your team.

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