Why Sales Coaching Matters for Sales Performance

Why Sales Coaching Matters for Sales Performance
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Sales Coaching Matters
When you wonder why your sales team is not achieving the success you had hoped for, look into how much time is being spent on sales coaching.  Why?  Because sales coaching matters.

Skilled Sales Coaches Can be the Key to Solution Selling Success
When you have a standardized selling process that is supported by proven solution selling training and a proven sales coaching methodology, you have set your sales team to perform at their peak.  While 3-out-of-4 organizations do not make consistent use of a formal sales coaching process, the effort is worth it. When sales reps receive consistent sales coaching and are held accountable for the way they sell and to whom they sell to:

  • Win rates improve by almost 20%
  • They outperform their peers 4-to-1 in terms of revenue and margin
  • Their forecast accuracy improves more than 25%

Where to Start
First, before sales coaching matters, make sure you have a clear and compelling sales strategy to guide your team. Sales coaches need to know how to translate the sales strategy into daily, weekly and monthly sales behaviors so sales rep:

How to Create Accountability
Sales managers should stay close to their reps so they can get an accurate picture of what’s going on. Their role is to check in regularly, monitor, observe and suggest possible actions to move a sale through the sales funnel. They need to know how their sales reps are spending their time and with whom.

  • When sales reps are spending time on unlikely buyers, sales coaches need to push them toward more likely prospects that fit the overall go-to-market strategy.
  • When sales reps are overwhelmed by obstacles in a sale, coaches can help sort out what needs to be done to overcome them.
  • When sales reps need help addressing a customer need or solving a customer problem, a good sales coach can pull in needed resources or provide insights on how to proceed.

The Bottom Line
Sales coaching matters.  Don’t underestimate the value of sales coaching to raise sales performance. Effective and consistent sales coaching has a 4-to-1 difference between hitting your sales quota and missing your sales targets.

To help ensure that your sales coaching matters, download  The Biggest Sales Coaching Mistakes to Avoid

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