Often times it will be important for people making your sales and those who are managing your sales people to have a coach.
Typically, the sales person or manager being coached has performed well but their success has stalled. Their coach is someone who lives a day-in-their-life, and can spot opportunities for them to get back on a successful sales or management track or improve their current skills.
Coaches observe how the sales person:
Plans their day and how they route calls on their trip
Prepares for each sales call
Delivers the sales presentation using consultative sales and/or benefit selling techniques, so the coach will ride with the sales person and attend calls on customers
- Completes necessary administration, and
- Plans for the following day at the end of the day
Coaches observe how the sales manager:
- Works with Marketing to understand the Brand/Product being sold and its target customers/ leads
- Conveys Brand/Product knowledge to their sales people
- Plans their day: what percent of the day is spent on each of the General Manager's activities such as people, business, and organization?
Executes ride-alongs with their sales people
Creates Development Plans for each member of their team
Sets sales goals
Builds and leads a healthy team
Determines best practices and shares this knowledge with their sales team
Whether in business, sports, or the arts, most of us have experienced how a good coach can improve our performance. Consider providing the same benefit to some of the most critical members of your business: your Sales personnel.