How sales coaching is changing the sales and marketing scene
What is sales coaching?
Each sales rep on a sales team is mentored one-on-one through sales coaching. Coaches and reps are in communication, where the rep speaks a lot, and the coach monitors and observes.
Onboarding, in which reps are simultaneously presented with new information, is different from coaching. Having a microlearning system is also unique from other types of training, including virtual training and microlearning.
Coaching differs from training in the following ways:
- An ongoing coaching relationship builds on the base education provided by a training event. Coaching is a regular practice in many successful sales organizations, and some establish daily routines as well.
- Coaching is personalized for each individual rep, unlike training sessions that involve the entire team. The coach understands the rep’s abilities, challenges, and improvements.
- Coaching concentrates on behaviour – Unlike training, coaching focuses on behavior. Training conveys knowledge about new services, products, strategies, competitors, etc. The program re-enforces effective behaviors while correcting unfavorable ones.
Tips for being a better sales coach
1. Defining goals together with your reps is a good idea
A self-evaluation approach would fit here. If a sales representative has a particular focus that is important to them, let them decide what to concentrate on. Because the rep is making the commitment, there is a greater desire to improve. Ineffective managers set performance goals, then question why their representatives do not comply.
2. Make sure each rep creates an agenda
With open questions, sales reps can come up with ways to meet their objectives through focus and innovation. For concrete results, sales reps should develop an action plan including these tactics. With a timeline clearly outlined, the steps necessary to achieve the goal will be outlined.
Upload the document and attach it to your CRM.
Below is a basic example of an action plan:
- Main goal: Clear all sales calls before the holiday season.
- Below are my steps:
- Determine a list of 15-20 prospects for the first week
- Make qualified calls in Week 2
- Conduct needs assessment (discovery) calls, create a list of top prospects, arrange meetings with them in week 3
- Close deals and conduct sales calls in week 4
One of the benefits of this exercise lies in its twofold nature. Sales agents need to consider their next steps in advance. In addition, they become more committed to their mission and their thinking is clear and crisp.
3. Provide opportunities for professional development
94% of employees want their companies to invest in their careers if they want their jobs to last. Growing their employees is a positive development for companies that are willing to do so. Employee efficiency as well as their engagement increases.
Training sessions, seminars, and book clubs are all excellent ways to develop yourself as a professional. You should let reps know upfront whether tuition assistance or funding is offered.
And finally podcasts are important too, gather your sales team together to discuss a podcast aimed at a sales theme.
Next day, ask your sales reps to share a summary of the meeting with the group. Take notes, identify key takeaways, and identify action items. What a great way to engage! It’s so much more engaging than watching boring webinars or training videos.
Sales coaching is an key piece for growth in sales
Sales coaching helps sales reps potentially grow, sales coaches should regularly take updates from their team, about their training and if they have any feedback about the program.