Do Your Sales Leaders Know the Steps for Better Sales Coaching?
There is no doubt that sales coaching positively impacts salespeople’s performance. And, according to the McKinsey, a top quartile performing salesperson is 14 times more productive than an average performer. In fact, no other sales productivity investment is nearly as impactful as sales coaching. Our training measurement research found that sales reps who follow specific steps for better sales coaching achieve 4 times higher levels of sales performance.
Consistent, Targeted, and Effective Sales Coaching Takes Discipline
We know from sales management training participants that most sales leaders attain their position after being a top salesperson. But sales leaders are expected to deliver results through others. Their success is not measured by the success of their team. They cannot succeed by trying to close every deal. They need to stop selling and start coaching others to succeed.
6 Steps for Better Sales Coaching
Your goal as a sales leader should be to develop sales reps. who are independent, effective, and self-sufficient. This is the role of a true sales performance coach — building the sales confidence and capability of others.
Here are 6 research-backed steps for better sales coaching:
The Bottom Line
Smart sale leaders consider sales coaching to be their most important job. They focus on their people and where they can help them to be successful. It may not be easy to resist the urge to dive in and rescue a sales rep. who is struggling, but remember that your job is not to sell but to enable others.
To learn more about how to be a better sales coach, download The Truth About the Biggest Sales Coaching Mistakes
Get key strategy, culture, and talent tools from industry experts that work
Assess how you stack up against leading organizations in areas matter most
Download published articles from experts to stay ahead of the competition
Review proven research-backed approaches to get aligned
Stay up to do date on the latest best practices that drive higher performance
Explore real world results for clients like you striving to create higher performance