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Sales coaching draws on the key elements of coaching practice and applies them for the specific purpose of improving sales performance. In most cases it is the responsibility of the Sales Manager to coach individuals in his/her team, and is most effective when focused on improving application of skills previously learned through training.
Sales coaching should be seen as part of the normal process of management, integrated into daily interaction, rather than as a separate activity. There are two categories of coaching which a Sales manager may choose to use:
- Deal Level Coaching - addressing performance challenges within a specific sales opportunity
- Skills Coaching - addressing areas of sales performance identified as needing improvement
Research has proven that high-quality sales coaching has a direct impact on the achievement of sales targets
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What I offer
Coaching consultancy
How to introduce or strengthen a coaching culture in the sales organisation
Coaching Improvement programme
Measures
current level of coaching effectiveness, provides training in coaching
for sales managers and follow-up coaching support for managers
FACT:
Effective coaching drives better sales performance
Expert Linda Richardson says in her book “Sales Coaching – Making the Great Leap from Sales Manager to Sales Coach”:
“Most of the salespeople we work with tell us they are hungry for coaching and feedback, but they say they don’t get this – they don’t get feedback on how they are doing – unless it is to tell them they are doing something wrong.”
“Most of the salespeople we work with tell us they are hungry for coaching and feedback, but they say they don’t get this – they don’t get feedback on how they are doing – unless it is to tell them they are doing something wrong.”