How to Ignite Performance with Sales Coaching

A business woman is advising two team members on their written report

Solution selling training for managers works. Most companies enjoy an almost 30% boost in top-line sales performance with good sales managers…and this is independent of the solution selling skills of their sales team members.

Who wouldn’t want to be on the plus side of those numbers? And then, when sales coaching was added to the solution selling mix, there was an even greater improvement in sales performance. In fact, based upon over 800 solution selling training measurement projects, we know that effective sales coaching makes a 4-to-1 difference in sales performance.

It would seem a no-brainer that if you want to improve sales performance, you need good sales managers (those who actually know how to manage people) who are good sales performance coaches. So where are these good sales managers and why aren’t they coaching the heck out of their sales team?

The first problem is that many sales managers have had no solution selling training or sales management training. They earned their stripes for excelling at sales as individual performers. They never understood or learned what it takes to excel through the performance of the team they lead.

The next problem is that sales managers resist sales coaching for several reasons: they don’t have the time, the skills or the motivation. But sales performance coaching is such a critical part of their role that we need to help them see why these barriers should be laid to waste.

  • No time for sales coaching?
    When sales managers think of sales coaching as a one-on-one meeting that could be an hour or more once a week in an all too busy day, they could be right. But they need to, instead, consider sales coaching just a little at a time, on the spot, as they observe a teachable moment. Experts say that a 3-minute sales coaching conversation before or after a sales call will have a far greater impact on improving skills than a formal 1-hour conversation well after the fact.
  • Lack of solution selling or sales coaching skills?
    Learn the basics of effective solution selling and sales coaching…how to observe behavior, how to give feedback, and how to encourage and sustain improved sales activities and customer relations. Once you establish a simple and straightforward template for a coaching conversation, sales coaching will become part of your M.O. because it works in improving the overall solution selling skill level and business results of your team.
  • Little incentive?
    Yes, sales coaching is an investment in your time and it may not show immediate results. But shouldn’t you be looking at the longer term value? Once you accept that effective sales coaching makes a huge difference in your team results, perhaps you’ll begin to see yourself as a coach. Coaching isn’t simply added to your responsibilities as a sales manager, it IS your responsibility as a sales manager. Need motivation? Just re-read the first paragraph of this article.

Want to up your sales coaching game to improve the solution selling skills of your sales team? Read about the Biggest Sales Coaching Mistakes to Avoid.

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We contacted LSA to help us with customized management development. LSA worked with me to identify a solution that would meet our exact needs. We decided to start at the top and ran the program for our executive team. It was such a great success that we hope to roll it out companywide. We look forward to a long-term partnership with LSA Global and their team of experts.

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LSA has been a tremendous asset to my portfolio, both at my current company and my past company. As an HR leader, I am always looking for ways to find external resources that can provide a solution to our management training needs. LSA does that for me. Their solutions are presented in a much more leadership-oriented manner so as to be crisp, business relevant, and easy to apply right back on the job. I will continue to augment our programs using LSA solutions.

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VP of Human Resources

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LSA custom designed a Management Development program that is absolutely “on target” for our technical managers. Their facilitator has done a superb job delivering the material in a way that is fast paced, highly interactive, and fun. She presents practical solutions to the people situations that our managers face every day. I regard LSA as an excellent partner that understands our business needs and a virtual member of our HR department.

Judith Onton
Vice President Human Resources

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On behalf of Roche and my staff I would like to sincerely thank you for your help with this. The English as a Second Language (ESL) assessment and coaching that you provided for our team was a great success.

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For our go to training outsourcing partner, LSA provides exactly what we want. As always, they deliver outstanding work!

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LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.

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Senior Marketing Manager

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The LSA Global team was very receptive and flexible to our needs every step of the way. Their staff and facilitator demonstrated attention to detail, responsiveness, and professional courtesy. The participants were thrilled with the outcome and rated the communication skills workshop and the facilitator as ‘Excellent’. I’d highly recommend working with the LSA Global team to meet your professional development needs.

John Mastrorilli
FRDP Leader

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Each program is preceded by an assessment of the participants. The course is then designed to fit the specific parameters and needs of the group. The highly interactive delivery is provided by recognized experts in their fields. On the spot coaching is provided during the program and each participant receives individual follow-up after the course. Courses can be delivered in-person or virtually. Given the nature of Cisco’s business and the way we operate, these remote workshops are a must for anyone who joins our company. Their work is eye opening. Great content and fantastic delivery.

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Harmonic has worked with LSA for over 8 years. We have found their partnership extremely beneficial. We recently implemented a Management Development Program that was designed and customized to support our company’s strategic initiative of hiring, building, and retaining key intellectual property and human talent. We worked closely with LSA to target and implement the right solutions with the greatest impact. I would recommend LSA to any company that’s looking for a trusted training and development partner.

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I have worked with LSA Global at previous companies and welcomed the opportunity to bring them in to support my new organization. We worked closely with LSA to design a solution for our Client Partner Teams and Management Training on both coasts. LSA designed a customized solution for our business and organizational culture. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner that makes an impact.

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In my years working with LSA, it seems like I’ve had a personal consultant at my fingertips to help me identify just the right solution to satisfy our needs. The entire LSA team has become a trusted friend of Actel — assuring we provide state-of-the-art learning to meet our complex, high-tech business and people needs.

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Training Manager

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I’ve been associated with LSA for the last 8 years and have found them to be an extremely professional, well managed full service training organization. Since working with LSA, I’ve participated in a number of solutions ranging from Performance Management to Assertiveness Training – I’ve found that the quality of the resources is superior. They are well prepared and have definitely done a considerable amount of pre-work in order to customize our culture and business into the total learning experience – making it most beneficial for our employees.

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Our company engaged LSA to do a specialized “train the trainer” program, and the consultant’s performance outdid our exceptionally high standards for such a program. Very crucial to the success of this program was the work done upfront to discuss our needs and to interview key members of our organization so that the program specifically met our goals. Our facilitators continue to comment on the success of the program. Thanks also for the follow-up.

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I’ve partnered with LSA Global at two companies now, and I consider them a valuable and trusted training and consulting resource. They recommended just the right solution to address our management development needs and have wonderful facilitators that match YuMe’s culture and style of our management team. I would highly recommend LSA Global to any company wanting to deliver quality learning solutions with a valuable learning and development partner.

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