Category Archives: Richardson sales coaching training
Sales Coaching without Secrets or a Hidden Agenda
One of the challenges that sales leaders face is recognizing that their job isn’t just to make their own targets, but also to support five, ten, or twenty people –– their entire sales teams –– in achieving their targets.
And, if these sales reps aren’t making their numbers, it’s up to the sales leader to help them figure out why and identify ways to improve performance.
There are two major pieces of information needed to make this happen:
What does it take to achieve the target? This involves the organization’s sales process and the skills and behaviors that salespeople need to use on the job. How can you, as the sales leader, help your team use this process and these skills and behaviors in the most effective way? The answer: coaching.
The secret of the sales coaching process at Richardson is that it shouldn’t be a secret. As a leader, you should tell your sales reps that you’re using a coaching process so that it’s not a secret. This shows there is no hidden agenda. And, even share what the process is with them so that you can use it together.
Sales coaching is not about you looking like the world’s most successful manager and leader; it’s about you sharing and transferring your knowledge and experience to people who don’t have it, collaborating with them in a nonjudgmental way –– in a » Continue Reading.