Sales
Coaching Tips from TACK
Sales Managers continue to spend countless amount of time reviewing the performance of their sales teams on a daily, weekly, monthly and even an ad hoc basis.
While enough emphasis gets placed on the outcome, what
cannot be overemphasized is the time investment placed coaching sales people on
the sales process and on improving their effectiveness.
Here are a few tips or suggestions on how sales coaching
conversations can become more meaningful and effective with your teams.
Sales Managers continue to spend countless amount of time reviewing the performance of their sales teams on a daily, weekly, monthly and even an ad hoc basis.
•Have well defined Best and Average Performance Indicators.
It provides tangible benchmarks for measuring
performance, giving constructive feedback and then using the same for training
and motivation efforts.
•Help
in setting individual and group targets and measure them.
Goals are effective when the person/team that has the
goal is being held accountable. Constant support and a validated review
mechanism is a must. The sales manager/coach must work with the
salesperson — not to do the salesperson’s work, but to make him more productive
by removing the barriers.
• Know if a problem is about knowledge/skill or willingness.
Knowing the
difference will go a long way in helping the sales manager how to manage that
interaction. It
will reduce conflict and build an environment of trust.Here
are some more
•Determine
the objective of the call or meeting – this also applies to the coaching
conversation
•Get
the sales person to outline his/her plan to achieve the objectives
•Decide
and agree who does what and when
•Decide
and agree when / if you must interrupt or take over
•When
assessing a sales person’s performance, use your notes
•Concentrate
on one or two (maximum) areas of weakness at a time
•When
coaching after the call, remember the sandwich technique
•Involve
the sales person in identifying the problem areas and solicit the sales
person’s solution(s)
•Remember
to monitor the next visit for signs of improvement