When it comes to sales coaching techniques, many people aren’t sure where to start.
The important thing to do is to remember the end goal, which is to spur sales and hit all goals. By following an organized approach, you will increase your chances of doing just that.
So, where do you start?
Sales Coaching Techniques for Successful Coaching Sessions
Start with what you know or can easily find out.
The best of sales coaching tips I could possibly give you is to start with what you know and work your way forward from there.
Look for areas where your sales reps seem to excel, while also looking for areas where they may need help. If possible, use data to help you identify problem areas.
A good sales coaching technique would be to listen to recordings of sales calls, or even listen to calls live while side by side with your sales rep. If you use a CRM, be sure to utilize the pipeline data available to you as part of your research process.
Plan your coaching sessions.
Another good sales coaching tip is to plan what you will talk about during your coaching sessions.
Having informal sessions is great, but they should have structure and purpose. Remember, the ultimate goal is for coaching sessions to be productive.
A good sales coaching technique would be to find a way to tie material you cover during your coaching session back to your training material if applicable. Don’t be afraid to go back to the basics if necessary.
Coach when coaching is necessary.
In order for coaching to be effective, both the coach and the person being coached need to be fully bought in. Coaching should ultimately be a rewarding experience for all parties involved.
If someone isn’t open to being coached, the chances of any coaching you provide them actually sticking and making a difference are slim to none.
If you are the coach, be sure you are speaking to people and not at them. After all, you wouldn’t want to be spoken at if you were the one being coached, would you?
Don’t forget the remote team!
If you have sales team members that work remotely or in other markets, coaching them may be a challenge.
Try your best to utilize video webinars, Skype, and the camera as much as possible so as to mimic a face-to-face meeting. If possible, try to visit your remote team periodically to continue to nurture your relationship.
Lead by Example.
Practicing what you preach is key. As a sales coach, you need to be a sage, and if you exhibit the skills you are trying to transfer to the person you are coaching, you increase your chances of being a successful coach and helping the person you are coaching effectively.
Coaching isn't rocket science. All it takes is some accountability, empathy, and a listening ear!
Have any more ideas on sales coaching techniques? Let us know in the comments!