3 Sales Coaching Best Practices to Hit the Ground Running

a stick figure coach is encouraging his team with a bull horn to climb up the arrow

Want to improve solution selling results? Make sales coaching an integral part of your your solution selling training improvement process.

Your sales team may be performing pretty well, but if they are not being coached frequently and effectively you may be missing the chance for them to perform at their peak. Training your sales managers to performance-coach the team effectively can make a significant improvement in the team’s bottom line revenue. How significant? Our recent study showed a 4-to-1 difference between the performance of sales reps who received coaching from their sales manager and those who did not. Pretty impressive!

So if you’re convinced it could make the difference you’re looking for, read on for best practices as you set up a sales coaching program.

  1. Plan a structured approach.
    Even though we advocate the effectiveness of sales coaching on-the-spot, you need a consistent schedule to make sure that each salesperson is regularly coached. Set aside time at least weekly to agree upon and review specific goals and objectives for performance improvement. This way the coaching program becomes embedded in the sales culture. You will know you are on the right track when ride-alongs and feedback increase without people complaining about being micromanaged. Salespeople want the support and encouragement to grow relevant solution selling skills to meet their targets. They do not want an increased workload that will not help them to succeed.
  2. Train your sales coaches so they know how to do it right.
    Sales coaching requires more than just cheering from the sidelines. Sales coaches need to have excellent communication skills, an intimate knowledge of what it takes to succeed in their particular company and marketplace, and empathy for the challenge of learning and practicing new solution selling skills. Give sales coaches plenty of experience in role playing different scenarios…working with a substandard performer as well as with average and high performers. They need to understand what drives the individuals they coach so they know what buttons to push for extra effort and motivation. This requires flexibility in the way they work with individuals. When it comes to sales motivation and performance, one size does not fit all.
  3. Provide your sales team with sales tools that enhance independent learning.
    Performance discussions are the mainstay of good sales coaching. But why not add other sales learning tools? Some sales reps respond well to team learning game elements; some are better at working with visual cues; others respond to healthy competition. Good sales coaches are adept at sensing which learning method works most effectively for each individual and try to transfer to the learner the responsibility for developing proficiency in targeted areas.

The value of sales coaching is almost universally acknowledged. What is often missed is ensuring that the sales coaching is effective in terms of behavior and performance change in the key areas that matter most. Sales coaching can transform your sales team from just OK to consistently high performing if you set up a formal system, select and train sales coaches for their role, and give them the sales and coaching tools that help their sales team to become not only more proficient but also more independent.

Whitepaper Download: 5 More Sales Coaching Best Practices

Comments are closed.

We value our relationship with LSA Global. We came to LSA because we wanted to improve overall behavioral based interviewing capabilities of our managers to increase the probability of both hiring top talent and future leaders. LSA designed a highly customized solution for our business and culture. We are currently rolling out this solution to our leaders. I would highly recommend LSA Global as a top quality resource.

Rae Phillips
HR Project Manager - Training & Development, PHR

LSA has become the gold standard in team building and management training at Genomic Health! I have a hard time finding facilitators that come close to their level of customization, expertise and experience.

Emily Couey
Director of Human Resources

We recently contacted LSA Global to assist us with a unique training request. We gave LSA a very short deadline and LSA custom designed a training program to meet our exact requirements within the limited time allotted to them. We found their facilitator to be well versed in the subject matter and very credible; the design provided practical and valuable information to our team of managers. I highly recommend LSA Global, particularly in the area of management training.

Julaine K. Souza
Senior Vice President

I highly recommend LSA Global to anyone who is looking to improve individual or organizational effectiveness through their top quality programs and broad range of expertise.

Greg Pappas
VP of Human Resources

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.

Maya Paul
HR Director

LSA is an instrumental training outsourcing partner in helping us to build management capacity and strategically invest in our people. Their flexibility, depth, and breadth of expertise allows us to deliver top quality solutions that are directly tied to key business plans. Their ability to custom design, deliver, and evaluate our Management Curriculum has been excellent. They are true business partners and a pleasure to work with.

Margaret M. Mader
Vice President, Human Resources

Hyperion

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

Elizabeth Siebert
Director, Organizational Excellence & Development

Intuit

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.

Barry L. Byrd, SPHR
Human Resources Manager

Hyperion has a commitment to lifelong learning. LSA helps us provide the right business sales training, management training programs, and leadership development programs at the right time to meet the needs of both individuals and departments. I especially appreciate their ability to listen to my needs and recommend the appropriate facilitators, solutions and content.

Sarah Parks
Senior Project Manager

Hyperion

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

Intuit

PalmSource has found our relationship with LSA extremely beneficial. We worked closely with LSA to customize the right Management Training Program solution to meet our unique business needs. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner.

Ken Boehm
Vice President of Human Resources

In the Next Generation Management Development courses, I was trained with skills and tools that have made me and my team more productive, motivated, and successful at communicating with other departments.

 

Kevin Ashman
Firmware Engineering Supervisor

Over the years, both at 3Com and now at Redback, I’ve found LSA Global to be a valuable resource. The recent compliance program that they delivered for Redback’s executive and management team was the right solution, of the highest of quality, and customized to our business and culture. I would highly recommend LSA to any company looking for top quality solutions.

Gina Fulton
Vice President of Human Resources

VNUS Medical has been very pleased with the effective management development programs that LSA Global has delivered for us over the last four years. The programs have been universally facilitated by experienced and best in class instructors. The knowledge gained by our management team has been put into practice very quickly. VNUS is very happy to be working in partnership with LSA because they consistently deliver excellent programs that receive exceptional feedback from our management team.

Cindee Van Vleck
Director Human Resources

What a refreshing change from the half-baked psycho-babble you normally get from training and consulting organizations. LSA gives you the practical and results-oriented assistance you need to define and reach your goal.  They provide a results driven plan – not just a temporary fix. They are great to work with, and even more importantly, they “get it!”

David Fiano
Vice President Human Resources

Evaluate your Performance

Toolkits

Toolkits

Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.

More

Health Checks

Health Checks

Want to know how you stack up against leading organizations?  Receive a complimentary benchmarking analysis courtesy of an LSA Expert.

More

Whitepapers

Whitepapers

Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.

More

Methodology

Methodologies

First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.

More

Blogs

Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.

More

Case Studies

Client Case Studies

Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.

More