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 up 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:
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 reps:
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 help with pre-call sales plans, 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.
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 According to Top Sales Reps
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