The final objective in coaching sessions is to develop a sales team that performs well. It is of course well understood that the majority of sellers can probably sell much more and should be doing so. However, there is also no doubt that there is something that is restraining them from unleashing their full potential. The necessity therefore is to help unleash this potential. The question is how to find out the perfect resources that will help improve coaching sessions which will release the sales potential that lies untapped.

According to Salt Lake City Sales Training sessions, the perfect coaching session will ultimately bridge the gap between the possibility of causing an impressive growth and actually achieving this result. Such a coaching session is bound to help build the winning team of top class performers by guiding the actions of the sellers and keeping them right on track while developing their skills and assisting them in achieving the best performance. The successful coaching sessions are those that help develop the sales skills of your team. These sessions ensure that the concepts learnt during training are reinforced, motivation of sellers is boosted and the sellers always stay on the task at hand and on the target.

The need for professional coaching

The 2017 CSO Insights Sales Manager Enablement Report affirms that “sales coaching that is left up to individual managers results in a struggle to achieve even average performance.” The Report adds that “almost 75% of sales organizations waste resources due to random and informal coaching approaches, and only about one-quarter leverage the huge performance potential of formal and dynamic coaching.”

Therefore, it is clear that sales teams are simply wasting their resources by not “training their managers how to coach” and “they’re missing out on huge revenue potential that would come from merely having smarter sellers.” Therefore, it is well understood that sales coaching helps improve seller performance as no other investment made to increase productivity. Sales managers must therefore be empowered by their sales executives to become top class sales coaches in order that team performance improves substantially. There are some important resources that the leaders in sales need to share with their frontline managers.

Focus on necessary resources

One of the most important factors that need to be accepted is that sales managers come from different backgrounds and hence would have received varying levels of training in management. It becomes necessary therefore to fill the gaps in their understanding starting with explaining what a ‘sales coaching’ is all about.

Coaching is best carried out in an even manner right across the entire team. It becomes necessary to mention this point since The Harvard Business Review has indicated that “most managers focus their sales coaching on the very top and bottom performers within their team.” And naturally follows that the middle level performers will also need to be addressed.
It is necessary to both define as well as track the sales activities of your representatives in order to be able to provide adequate data during coaching sessions.

There are simple methods wherein one can build scorecards detailing individual performance for each rep. It has been observed that the coaching strategy should always be one which is data-driven in order to be effective.

Concentrate on professional development

Spokane Sales Training must never lose sight of professional development since this is necessary both for the growth of your reps and their retention in the team. The factors that are significant during the sessions include the education of the reps, their feedback and adequate motivation.

Fine-tune your communication skills

Communication skills are very important and these need to be nurtured in your sales reps along with other soft skills. Finally, managers would do well to hold independent sessions with each rep every week. Typical questions that may be discussed would include those on sales activities and the pipeline among others.