In a modern marketplace, sales coaching is a skill every sales manager must possess. In order for a sales team to reach its full potential, they must be guided by an expert in the field. However, being a good sales coach requires more than being a good seller.
Besides designing and providing sales training courses to help sellers become better performers, a sales manager must constantly be harnessing the talents of the sales team. A successful sales coach can do this by building trust, creating a strategy, giving good guidance, and finally, helping sellers achieve their full potential.
1. Establish Trust
As a seller must build a good relationship with his or her client, so it is all the more important for a sales coach to have a solid relationship with his or her team--built on trust.
Beyond trusting in their coach's knowledge and expertise, members of the sales team must know that the manager wants them to succeed and believes they can. This can be communicated by being understanding and not judgemental. The sales staff must see that their coach is willing to go above and beyond in order to help them achieve this success.
2. Have a Fully-Developed Strategy
Before you can coach someone in any job, you must have a well-formulated strategy of your own. The first step in creating a strategy is defining goals, each of which should be as clear-cut as possible.
If sellers have a broad or vaguely defined goal, such as increasing sales over the course of the year, they will struggle to find the motivation and desire to put their all into this goal in the here and now.
However, a thoughtfully drafted outline of specific long-term objectives broken down into actionable short-term goals of which individual sellers can take ownership can provide the necessary purpose and drive to maximise their potential and achieve success. Sales workshops are a great way to start with your team, although you are the one who may be training the team having them attend professional sales workshops can help them better identify their goals, visit this page to find out more.
3. See Your Sellers' Potential
Once you have solid, trust-based relationship with your team, a well-formulated action strategy, and an established system for providing guidance, you will be in the right position to help each salesperson achieve their full potential.
When it comes to reaching one's potential, motivation is key. You can sustain peak motivation by combining various factors, such as sales quotas and compensation plans, as well as non-monetary rewards in the form of recognition and positive reinforcement.
4. Provide Good Guidance
As the team sets about executing your strategy, you can offer guidance by helping them build good habits. By establishing a pattern of managing time effectively, maintaining regular communications, and keeping up-to-date action plans, sellers can achieve the best results.
Through frequent meetings, a sales coach can observe their sellers' behaviour and help them make the necessary modifications. As a sales coach, you must also be able to give good advice and deliver it in the right way to each member of your staff. If you feel as though they need it, don't be afraid to recommend sales training, just because you are coaching them it doesn't mean additional sales courses can't be beneficial and provide them with additional tactics which might be specific to their area of sales.
Often, what motivates a seller will differ from person to person, so be sure to get to know each member of your team well. Remember that simply by seeing the potential of your sellers, you can often motivate them to achieve it. As you expect your team to trust you, so you must have faith in them and their ability to make it.