Sales coaching is extremely useful in the field of business because it allow sales teams to achieve better performance and optimum results when trying to generate sales. This is considered to be extremely significant in the sales industry as it has been studied that about eighty-seven percent of the skills that a sales person obtained during a training program will be lost within just thirty days of having no systematic and on the job sales coaching. This means that the learning process should be continuous, so as to ensure that the skills of sales professionals are better honed. It has also been proven that a sales training without formal coaching is not an investment but a cost liability.
Sales coaching give sales professionals and entrepreneurs the opportunity to strive for excellence in all their endeavors through purposeful actions and insights. The entire process is composed of three essential elements. The first one is feedback. This element is considered to be extremely significant as you cannot expect to have the opportunity to create positive changes in your sales career if you are unaware of the specific feedbacks about you. The second element is reflection and this is related to what you think about the kind of feedback that you receive and the specific actions that you are willing to undertake after receiving the feedback. The last element is known to be purposeful action. This refers to the activities that you have already undertaken as a result of the received feedback.
In order for sales coaching to work greatly in your favor, you have to make sure that your business organization employs effective sales coaches. You can develop effective sales coaches by allowing your sales managers to be trained comprehensively. Make sure you provide them with tools and frameworks that are proven to be a major help when it comes to successful sales coaching. It is also important for you to make sure that your sales manager are given ongoing training,, so as to ensure that they are able to coach your sales representatives in the best way possible. This will allow your sales team to be effective in selling.
It is also advisable for you to take note of the fact that sales coaching can happen in a variety of ways. The first one is through joint sales visits. This happens when the coach participates in the client sales meeting established by a sales representative. However, you have to bear in mind that you cannot just participate in the meeting without planning everything. Make sure you establish an effective plan that will help you coach your sales representative effectively during the meeting. It is also advisable for you to decide on the kind of role that you will take during the meeting. You can either be an observer, a role model or a joint call participant. You have to know exactly what role you will be playing before ever entering the meeting so as to avoid confusing your sales representative and client.
Sales coaching can also be performed in other ways including action plan and one on one skill review, business team coaching sessions and role playing sales activities. You have to decide which among these ways are the most effective when it comes to coaching your sales representatives.