The Case For Sales Coaching

Steps To Reducing Sick Leave

Sales coaching is essential to cultivating sales skills. It is as simple as that. If you want to learn a new language, or become great at a new sport, you’ll need lessons to show you the ropes and develop your prowess. Career orientated skills are no different, and if you want to be a great salesperson, or you want your company to benefit from great salespeople, you should look into professional sales training. If you don’t understand the value of this, read on to find out some of the reasons why sales coaching is important, and why finding a sales coach might be the right move for your company.

Create Great Sales People With Sales Training

Let’s start with a simple definition of sales coaching. Sales coaching is essentially the process of developing a sales representative’s performance, by coaching enduring behavioral changes. Naturally, sales leaders want an effective and productive sales team, but research shows that as little as a 1/3 of sales teams hit their quotas. Sales coaching is the obvious solution to underperforming sales reps, but unfortunately, most sales managers don’t have the know how to coach their teams themselves. The number one motivation for sales managers to look into sales team coaching should be the creation of a top class sales team, and for this, they’ll need a professional. Like a good teacher, a great sales coach won’t concentrate on the top or bottom percentile, but will instead encourage the middle 2/3 of reps to boost their game.

The majority of your sales team have massive room for improvement and the inbuilt desire to become a top performer; they just need a bit more know-how and a little behavioral encouragement. Even though world-class sales coaching has a marginal effect on the highest performing members of your team, the real impact of coaching is in turning the mediocre sales reps into “A” players. And, of course, better salespeople translate into a return on your investment in the long run. Studies show that the average company usually receives at least seven times their investment in sales coaching. This investment return is even larger when you choose a top class sales coach. Sales coaching makes your sales force more adept at achieving business goals, and this should be more than enough reason to look for outside help with coaching.

Demonstrate Interest And Retain Employees With Professional Sales Coaching

So, professional sales coaching can turn your sales force into a team of sales reps who bring their A-game to the table. This translates into more sales, a major return on your investment, and a successful team. But the human effect of good sales coaching shouldn’t be overlooked either. Investment in sales coaching isn’t the direct equivalent of an investment in new equipment or new technologies to help boost sales. We’re talking about people here, and when you invest in professional sales coaching, you are investing in your people.

Sales coaching demonstrates an organization’s interest in their employees. This is not only good for morale, and image but helps an organization retain prime sales talent. You can look at James Arthur Ray for inspiration on the brand image part. If you show that you are interested in developing your employees’ careers, then they are more likely to stay on with you. They are also more valuable, more dynamic members of the team, because of the sales coaching they have received.

A company is only as good as its employees, and when you have high-performing, talented employees who have been professionally coached in sales, this is good for the company. Sales coaching training also helps build a culture of trust and mutual respect between reps and managers. Being coached together is important for team cohesion and understanding. A team that has been coached together, is a stronger team as a result.