Frequent Sales Coaching Boosts Sales Training Success

graphic of a frequent sales coaching walking from one peak to another with the help of a solution selling coach

Frequent Sales Coaching Matters
Based upon over 800 sales training measurement projects, we have come to believe that solution selling training without the support of consistent and frequent sales coaching is often an exercise in futility.

Frequent Sales Coaching Improves Your Chances
Sure, customized and targeted solution selling training helps sales reps to become more aware of the business sales skills required to succeed. But our research found that, on average, only 1-in-5 sales reps change their on-the-job behavior and performance after sales training alone.  If you want to change behavior after sales training, ensure participants:

  • Are clear about how the new skills and behaviors will help drive the sales strategy forward
  • Are held accountable for the new consultative selling skills and behaviors on a consistent basis
  • Believe that changing their behavior is in their best interests
  • Are supported by a competent sales coach to help them along the way

What Makes Sales Coaching Effective?
What does it take to be an effective sales coach…the kind of coach that helps their people to perform at their peak?

1. Credibility
Frequent sales coaching is credible only if the sales coach has successfully “carried a bag.”  Sales coaches need to:

  • Know what it takes to develop mastery
  • Understand how to break learning down into sequential developmental steps
  • Have attained a degree of competence that can inspire others
  • Have a record of accomplishment that others admire

2. Focus on Performance Improvement
The role of a sales coach is quite simply to improve sales performance in terms of:

  • Being – how people behave
  • Doing – the desired performance results

Performance improvement is the goal that both partners—coach and coachee—should commit to and share. The most successful sales coaching relationships are win-win partnerships…the coach derives fulfillment from helping someone get better and the coachee derives satisfaction from clear and measurable progress.  Make sure:

  • Expectations are agreed upon
  • Goals are set
  • Performance is monitored and measured
  • Accomplishment is rewarded.

3.  Ability to Provide Meaningful Feedback
The best sales coaches keep the focus forward. They don’t stress what went wrong; they help the coachee understand how to do things better next time. They know how to motivate and inspire…not with formal lectures but with informal, timely, specific, honest observations and encouragement.

The Bottom Line
If you want to improve business sales training skill adoption, behavior change and performance results, add frequent sales coaching to reinforce your sales training.  Sales forces that get it right, boost performance 4-to-1 compared to reps who do not receive consistent and frequent sales coaching.

To learn more about frequent sales coaching best practices, download The Truth About Sales Coaching’s Biggest Mistakes

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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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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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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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The refreshing thing about LSA is that they focus on understanding our business situation and helping me succeed instead of selling a product. With over 150 experts, they are an invaluable resource that helps me deliver higher quality results faster. I recommend them to anyone looking to improve the performance of their workforce.

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

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Working with LSA Global has proven to be extremely valuable and worthwhile. LSA understands our business, has deep expertise in content areas, and tailors the programs to deliver great results. The facilitator was extremely knowledgeable about Working Globally with India and her energy and passion made the session interesting, fun, and enjoyable for all that attended. The participants walked away extremely pleased along with highly useful practices and tools. I would highly recommend LSA Global to any company that has partners or offices in India.

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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.

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LSA helped us design and deliver a blended learning solution for our leaders to help drive our growth plans in a way that aligned with our specific culture and values. LSA understood our business, had deep expertise in the content areas, tailored the programs to fit our specific needs, and delivered great results. They constantly strive to deliver business impact and align their solutions with our business initiates, culture, and performance management systems. I highly recommend them to anyone looking to take their leaders to the next level.”

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