Is sales learned or are you just born with it? Some just have “it.” The best salesmen and women certainly seem to possess a healthy combination of charisma and persuasion. “They could sell sand to a camel.” “Ice to an Eskimo.” You’ve heard the expressions.
There are two primary ways to learn. One is to learn by experience. The other is sales coaching.
Even when you’re at the top of your game, maintaining a high level of performance is next to impossible to achieve in a vacuum. And a good sales coach can become a vital part of your team.
What is a Sales Coach?
In a sentence, a sales coach is someone who offers expert 1:1 sales training. Specifically, they help people improve their ability to sell and improve their personal numbers and company revenues. It’s all about mastering specific skills and overcoming obstacles to success.
Coaching, whether from you or a certified coach, is an important part of continuing the improvement of your sales team. It’s often better from a third party though, since it will include constructive and honest feedback. The coach will guide your reps through learning how to reach their goals, correct behaviors that inhibit success, and reinforce those behaviors that work. It’s an ongoing mentorship.
Do You Need a Sales Coach?
“I already have a sales manager. Why would I need a coach too?” It’s a great question with a simple answer. Management is all about overseeing day-to-day operations and making sure staff stays on course. If you haven’t seen improvement, it’s because your team needs sales training. Coaches develop personal sales skills and help turn around negative behaviors leading to improved performance. They also provide a much-needed level of accountability.
A good sales coach can help you with things like schedule and time management, answering objections, confidence, gathering referrals and testimonials, emotional intelligence, positive self-talk, communication, productivity, closing techniques and more! Workshops and group webinars can work for a while, but working with a 1:1 coach is the best way to cultivate the focus and accountability needed to help you reach your goals.
How Does Sales Coaching Work?
A sales coach will help in each of the following areas:
1. Laying Groundwork
The best sales coaches will start off by defining the objectives. What is their purpose in partnering with you? Why did you reach out to them in the first place? What should you expect? You should receive a set of goals and strategies to get there.
2. Assessing the Situation – CFSs
A sales coach will ask you about your short-term and long-term goals. They will painstakingly analyze the sales performance of each individual. They’ll check out technique and note potential areas of improvement. They’ll ask you about your “Critical Success Factors” (CFS), or your sales ratios, to help you start the habits needed to improve those ratios.
3. 1:1 Training and Mentorship
You’ll learn how to make the most of your time at work. You’ll learn positive behaviors to retain, and negative behaviors needed to change. You’ll feel heard and understood, as well as walk away with action plans to follow long after the coach has moved on.
Of course, change doesn’t happen overnight. But you should start seeing early results even after the first week or two. The coach will also demonstrate winning techniques and may choose to incorporate role-playing exercises. Any feedback will be constructive, honest, and positive.
4. Creating Change
Each salesperson has a unique personality and way of doing things. Coaches work with them individually to help them get from where you are to where you want to be.
How to Hire a Sales Coach
A good sales coach is a must for busy sales professionals looking to reach their next level goals. Whether it’s help with the sales cycle, asking for more referrals from clients, phone approach, overcoming objections, getting past gatekeepers or effective follow-up, a good sales coach is work their weight in gold. For more information on hiring a professional sales coach, look no further than Southwestern Consulting. Our certified sales and leadership coaches can help you get from where you are to where you want to be.
Contact us to today for a free consultation and to see if sales coaching may be right for you.
It has been a great experience working with [my coach].…My goal in signing up for coaching was to improve all areas of my life, not just my insurance business. In the first two months, I’ve had a record month in income, lost 8 lbs, rewarded myself with an awesome new guitar, spent more quality time with my 17-year-old son, and now I call my parents more often! I’m being a little funny, but all this is actually true!
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