Sales Performance Excellence through Sales Coaching
Boost your sales team’s performance.
Sales Coaching is a formal and informal process that takes place through a structured conversation between the sales manager and the salesperson.
Instead of just giving orders or expecting the sales representatives to figure it out, the sales manager:
- Helps the sellers to discover how to achieve their objectives
- Corrects behaviors that don’t have an impact
- Reinforces behaviors that lead to success
- Develops the skills of the sales representative, not just pushing for numbers
Our sales training solution offers a robust sales coaching process that can be used by sales managers to have structured developmental conversations with the sales representative. The sales managers use their domain expertise along with social, communication, and questioning skills to facilitate these conversations with their team members that allow them to discover areas for improvement and possibilities to break through to new levels of success.
Breakthrough 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 organisation. 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.
2. Sales Coaching Can Improve Productivity
A regular regimen of proper and effective sales coaching can give your sales team the confidence to take care of tasks and deliverables without being asked or told to. Sales coaching provides the team with clear and defined steps that make them more productive by motivating them to be more efficient and effective.
3. Sales Coaching Can Help Close Bigger Deals
Sales coaching can help your team close deals more often or even reel in the 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 instill best practices that sales reps can fine-tune as they close more deals.
4. Sales CoachingCan Strengthen Your Organization
Good sales coaches can bring the team together for a win, but great sales coaches turn teams into champions. 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 instill 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.
5. Sales Coaching Can Help Bring In New Clients And Appease Current Ones
While repeat business is 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 positive word-of-mouth.
6. Sales 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. Fulfillment comes through success. Effective sales coaching can improve employee satisfaction through a sense of accomplishment.
7. 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.
8. Sales 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 alternative 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 help sales representatives to achieve with aspirational goals.
9. Sales 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 talk about the most important highlights of their products and services so as to help prospects understand the benefits and importance of what your organisation has to offer.
10. Sales 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 organisations of all sizes and colours. The benefits of Sales coaching include an increase in your organisation’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.
How EWC can help?
- Create a tailored coaching program based on your organisational requirement.
- Ask the right questions to figure out where your direct reports need help.
- Utilize data in the sales coaching process.
- Provide feedback regularly and immediately.
- Come up with a plan of action for improvement and hold sales representatives accountable for their growth.
Benefits of EWC’s Sales Training Solution
Build a Motivated Sales Team
Our approach provides support for sales managers to coach sales teams for motivating and challenging them for reaching peak performance.
Improve Seller Performance
Sales leaders will work with individual 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
Internal sales coaches will practice and deploy skills to handle difficult conversations, increasing both confidence and competence and strengthening the organization’s sales capability.
Let’s Connect to see if Sales Coaching is the right fit for your team
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