Sales Coaching

Sales Coaching results from personalizing sales training to the individual seller to improve specific skills or a specific situation.

Sales coaching is the best way to raise the overall performance of your sales organization.

Enablement teams should seek to integrate coaching into their organization but recognize that they may or may not have the skills themselves depending on their backgrounds. If you have never sold, and have not been formally trained to coach, don’t try to do it yourself.

What is sales coaching?

Sales Coaching results from personalizing sales training to the individual seller to improve specific skills or a specific situation.

Sales Coaching vs. Sales Training

In sales training, new skills are taught in a general manner to the entire sales team and all sales managers.

While efficient, this broad brush, generalized approach is not an effective way to teach information that is expected to drive your sellers’ behavior change.

To have the most significant impact possible, successful sales coaches personalize sales training and apply it to each seller’s needs at the time of need.

Are individual sales development reps struggling to make enough calls? A great coach will partner with the seller and their leader to identify and fix the personal barriers to success?

Perhaps a handful of sellers cannot get their deals across the finish line; their close rates are abysmal. Again, to have the most significant impact, effective coaches will seek to understand the challenges across the individual reps and develop a unique approach of supporting each in their journey of improvement.

Why is coaching so important

Industry research is clear; structured coaching is one of the most powerful tools for increasing sales teams’ effectiveness.

Here are a few coaching statistics

Research from CSO Insights has previously demonstrated that your sales management’s ad hoc coaching leads to poorer outcomes — you must have a formal, structured approach.

?According to Vantage Point Performance, effective coaching can improve win rates by as much as 29%.

?According to Aberdeen Research, companies that provide real-time, deal-specific coaching increased revenue by 8.4% year-over-year – a 95% improvement over companies that don’t offer that coaching level.

What does a sales coach do?

A great sales coach can be a difference-maker for your business.

How do these professionals determine their coaching goals and what they should focus on each day?

Let’s read on and see.

How to be a good sales coach 

Want better results? The good news, if you are willing to plan first, execute second, you can leverage coaching to improve overall sales performance.

Here are a few best practices for you to use as part of your coaching program.

  • Form an executive council to ensure you have buy-in, support, and active participation across sales leadership and other leaders
  • Us a seller advisory board, this is a great way to identify how to improve and to develop champions to support the effort
  • Identify individual areas of improvement across all team members
  • Identify personal skills to allow them to make full use of their natural strengths
  • Based upon what they learn about personal weaknesses, and the individual reps’ skills, they will create unique action plans for each seller
  • Customize each coaching session based upon the in-the-moment, real-time needs of individual sales reps
  • Put ownership for the coaching in the hands of the individual salespeople and front-line managers
  • Recognize that the best sales coaches treat coaching as an ongoing process, never simply a one and made conversation

Coaching Models

It is helpful to have a coaching model, more on this to be added soon.

Coaching Books

Recommended books for coaching to be coming soon.

Interviews and Articles Related to Coaching

The Power of Sales Coaching when it overlaps with life coaching