Coaching Salespeople and Sales Managers

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
  • Coaches
  • 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.