If we look at reasons for a drop in sales performance today, we will observe that primary reasons are missed opportunities, difficulty in reaching target or goal, unqualified leads, unable to negotiate a deal etc. With this backdrop, organizations are increasingly opting for coaching for their frontline sales team and business development managers. A survey by Sales Executive Council (SEC) has indicated that when salespeople are provided with quality coaching, their performance improves by 19%. This high return on investment (ROI) reinforces the practice of selecting sales coaching for the team.
The process of coaching for enhancing sales performance is iterative, personalized, focuses on behaviors, skills and techniques rather than numbers and is based on the salesperson’s daily routine and targets. Individual motivators and strengths of the salesperson is considered during the journey and a one-size-fits-all approach is not used.
With all these benefits listed, there is no further room for explanation why sales coaching is important for your team.
We start by building trust and rapport as it is key to any coaching relationship followed by asking probing questions to help the coachee gain insights on personal strengths, motivators and stressors
To know more about the coaching journey for sales team, our past work, the assessments we use and any other details, contact us.