3 Sales Coaching Best Practices to Hit the Ground Running

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

Sales Coaching Best Practices
If you want to improve sales results for you and your sales team, follow sales coaching best practices and make frequent, consistent, and targeted sales coaching an integral part of your your solution selling training process.  Even if your sales team is performing pretty well, you may be missing the chance for them to perform at their peak. Training your sales managers on sales coaching best practices can make a significant improvement in your sales team’s performance.

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!

3 Sales Coaching Best Practices to Hit the Ground Running
So if you’re convinced sales coaching best practices could make the difference you’re looking for, read on for field-tested tips to set up a successful and sustainable sales coaching program.

1.  Plan a Structured Sales Coaching Approach
Even though we advocate the effectiveness of sales coaching on-the-spot, you actually 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 learning, practice, and performance improvement. This way the sales coaching program becomes embedded in your sales culture.

You will know you are on the right track when ride-alongs and feedback increase without people complaining about being micromanaged. Salespeople report that they 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 directly help them to succeed.

2.  Train Your Sales Coaches
Sales coaching requires more than just giving feedback and cheering from the sidelines. At a minimum, sales coaches need to have:

  • Excellent communication skills
  • An intimate knowledge of what it takes to succeed in their particular company and marketplace
  • Empathy for the challenge of learning and practicing new solution selling skills

Give sales coaches plenty of experience in role playing different scenarios like working with a substandard performer, average performers, and high performers.  Every sales coach needs to understand what drives each individual that they coach so they know what buttons to push for extra effort and motivation. When it comes to sales motivation and performance, one size does not fit all.

3.  Provide 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 Bottom Line
While the value of sales coaching is almost universally acknowledged, too many miss 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 it up correctly and follow through.

To learn more about sales coaching best practices, download 5 Top Sales Coaching Best Practices from the Highest Performing Sales Reps

Comments are closed.

We signed up with LSA early on–as their 22nd Member! Since then, our organization’s learning needs have increased and decreased and increased again with the changing times. The beauty of the LSA business model is its flexibility…when we needed to supplement our own internal resources, we used LSA services knowing that we could depend on the outstanding quality of the leadership development and management training programs they provide.

Margie Bunting
HR Manager

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

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

SeaTel has found our partnership with LSA Global to be very valuable and beneficial. We turned to LSA to customize a supervisory/leadership solution to meet our needs. LSA delivered a customized top quality solution. I’d recommend LSA Global to any company looking for a best-in-class training and consulting partner.

Kortney Riddle
HR Manager

Thank you to LSA Global for their partnership and support in helping us to design and roll-out our valuable management development training program. I personally have partnered with LSA Global at four of my previous companies. It continues to be a delight working with LSA. We look forward to partnering with them at Blackhawk Networks for future training and consulting needs.

Suzanne Kinner
VP Human Resources

Blackhawk Network

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

The Next Generation Management Development courses have helped me communicate more effectively with my peers and teammates. By utilizing effective communication techniques such as clarifying and confirming, and asking open ended questions, I have been able to clarify and understand information in situations where I would have otherwise asked limited questions and made false assumptions.

Robert Breckner
Firmware Engineering Manager

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.

Frank Abbott
Chief Financial Officer

LSA’s approach and ability to bring the best resources to eBay has been a great asset. They really focus on helping us succeed in any way they can and are very flexible in meeting our management and talent needs.

Mike Normant
Learning & Development

ebay

I am very impressed with the quality of work and talent. LSA did a great job of listening to my needs and providing the exact management training program expertise I needed to get the job done.

Don Pryor
Director, Business Planning & Analysis

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.

Janice Passarello
Director of Human Resources

Here’s a token of my appreciation for ALL your efforts. I’m offering my most sincere appreciation, and it extends to all the folks who made our customized management development programs possible.

Susan Anderson
Workforce Planning Bureau

Congratulations on your pro-activity in establishing this program and developing such an effective New Employee Orientation course.

Farhat Ali
President and Chief Executive Office

Fujitsu

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’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.

Jim Elliott
Senior Marketing Manager

Samsung

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