Developing your professionals into pro salespeople isn’t easy. Most company owners realize that traditional training alone isn’t enough. While they will learn the basics and may even learn how to implement them, it doesn’t give long-term approaches to learning and building skills. Professional sales coaching works differently in that the coach surveys the salespeople and management first. They watch how they approach calls and other aspects of selling, and then they create a plan of action. In most cases, they work in small groups or one-on-one to find each person’s weaknesses and strong points. They play up the strengths while working to improve on weaknesses.
Create Leverage
Most people turn to the manager first because they wear a variety of hats. If their primary goal is to get people to figure things out for themselves, the worst thing they can do is tell others what to do. It makes them the problem solver of the group, so everyone goes to them for answers. Therefore, they can’t get their work done, and no one is as efficient as they could be. With professional sales coaching, managers learn how to coach others to solve problems. They do so by increasing knowledge and skills over time. That way, the whole team is empowered, and it’s not just one person doing all the work or thinking.
Improve Skills for Selling
You may not think it’s possible, but most salespeople aren’t very good sellers. They went through training and passed whatever test was provided, but that’s not the same as learning how to sell. Coaches target a particular set of skills for each person on the team. Of course, cross-coaching is also essential so that everyone can do it all when things get hectic. The goal, however, is to have each aspect of selling directed to one person or small group in particular.
