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Sales Coaching Pays Off

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Sales Team Coaching Pays Off

 

Several studies confirm that sales training classes not accompanied by ongoing sales coaching fail to produce lasting results or changes in sales behaviors.  Why?

  1. When salespeople tried a new technique, they often felt awkward.  And the technique may not have worked for them the first or second try.  Consequently, salespeople often “scrapped” the new, unsuccessful sales technique and reverted back to their old methods.
  2. People lose 87% of what they learn just 30 days after training.  Yes, that’s right!  Retention is less than 15% just one month later.

Indeed, if acquiring and applying new sales skills were easy, most salespeople would achieve six figure incomes shortly after sales training, without needing much sales coaching.  The reality, however, is that sales skills must be practiced and applied continually.

 

oacChing the Coach

Learning sales techniques is like learning a new sport.  Practice and sales coaching lead to long-term results.  A daily commitment to learning, continuous improvement, practice and measuring results are key to success.

Many sales managers have never taken a formal, sales coaching or sales manager training class.  Our Sales Manager Training program has evolved over a 20-year period and has helped over 200 firms significantly boost sales results.  If you’re looking for ways to get long-term performance improvements, this sales manager training course, or any reputable sales coaching system, may be just what you need

 

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Providing a Sales Coach

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sales coach meeting

 

Sales managers are consumed with attending management meetings, preparing budgets and reports, assisting with closing transactions, hiring and planning. Since these tasks take up a considerable amount of time, they are not often available to their team as a sales coach.  Yet providing sales coaching has been shown to enhance sales results.  Sales managers who can take a sales team to the next performance level are the ones that companies value and PAY the most! One of the best ways to improve individual sales performance is to provide each rep with a sales coach and ensure that coaching doesn’t take a “back seat” to other priorities deemed to be more “urgent.”

 

Ideas for Effective Sales Coaching

1 – Ask each salesperson to assess and share with the sales coach his/her strengths and weaknesses.

2 – Focus on a limited number of improvement areas when you coach people on sales calls.

3 – End each sales coaching session with a plan of action and set an appointment for the next session.

4 – Spend a good amount of your available time with good performers to gain optimum sales leverage.
 
In many instances, great sales coaches are made, not born. So, if you need sales coaching training, ask for it (and ask us for a proposal).  But do not make the mistake of skipping this all-too-important function.  After all, many sales managers can attend meetings, do budgets, etc., but few can substantially raise the performance of others.
 
 
 

All Rights Reserved.  The Sales Alliance Inc.  San Diego, CA

 

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Sales Classes | Sales Training Courses