Monthly Archives: March 2012
Effective sales coaching has been shown to significantly improve sales performance, but there are limitations to even the world’s greatest coaching practices. You can’t be with every rep all the time, so what happens when something goes either unexpectedly wrong or remarkably right when you’re not there? Is that coaching moment lost forever?
The answer is YES; you have missed the opportunity to provide the most powerful form of coaching — in the moment or in context. This lost opportunity to coach in-the-action happens every day with every salesperson on your team. Do the math yourself: if you have 15 salespeople reporting to you, and each of them engages in a customer dialogue ten times per day, there are ultimately 39,000 customer interactions that you haven’t had the chance to observe or coach. Do I need to say more about the importance of teaching your salespeople to self-coach?
Begin teaching your salespeople to self-coach by letting your reps see your coaching skills in action. Through your own behavior and actions, demonstrate what you want them to do in your daily conversations, in role play scenarios, and during live sales calls. When you are with your reps, allow them to see you go through the self-coaching process. As humans, we rise to the level of the company that we keep.
Perhaps the most critical component of effective sales coaching is that it happens every time you engage with » Continue Reading.
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