Here's a central irony of sales coaching: Most of the time, your reps already know what they need to do to succeed. It's rare that they are completely oblivious on what path to take or what decisions to make. But they aren’t actually doing what they know they should be doing. And that’s because they have an area (or areas) of weakness that keep them from moving forward. This isn't a sales challenge, this is a human challenge. Everyone has specific areas where they struggle that become their Achilles heel. Your job as a coach is to put a laser focus on that area over and over to help them move forward and grow. Don't … [Read more...]
3 Questions That Will Make You a Better Sales Coach
These days you can find a coach to help you with everything from your golf swing to your marriage to your life. That's because we've realized that we get better faster when there is a detached and knowledgeable observer helping us along. That certainly applies to sales skills. If you are a sales manager, director, or VP, it's important to realize that sales coaching is key to getting better results. This is especially crucial if you are tasked with getting bigger numbers from a sales team that's not going to get any bigger, Unfortunately, though, many sales leaders are horrible at coaching. But with just a simple shift in approach, … [Read more...]