If you’re a Sales Manager or a Sales Coach then I’ve got a couple of golden nugget sales coaching techniques for you to use with your sales teams.

And if you’re not a manager you can use these techniques equally well on yourself!

Sales Coaching Technique # 1 – Self Assessment

After you have made a prospecting call or have just visited a prospect/client ask yourself “How did that go on a scale of 1 to 10 where 10 is the best possible outcome?”

Rate yourself honestly with no fudging!

Now if you ranked yourself a 7 for example, ask yourself what could you have done to have made it an 8 or a 9?

By evaluating your performance in this way you will make small incremental steps and will improve over time. By improving from a 7 to 8 might just take 1 or 2 things. To jump to a 10 might seem too big a jump!

I use this on myself every single day without fail and it makes a huge difference.

(As a Sales Manager coaching your team, you’d be asking the questions to your staff)

Sales Coaching Technique # 2 – Never leave a coaching session without action!

So many coaching sessions die a death at the end.

Always always always ask your sales person to summarise the keypoints made during the coaching session. Never do this yourself. By doing this you train your staff to really listen in because if they know they have got to summarise the discussion then they will be all ears believe me!

Also, never leave the room without agreeing a set of actions of who is going to do what and when. Have specific dates, have specific actions and follow through on them during the next time you review them.

(If you are “coaching yourself” then make sure you write things down and what you need to do along with dates and resources to help you)

So, carry out these two sales coaching techniques and you will see further improvements in your sales performance.

Happy Coaching!

Sean

Sean McPheat
Managing Director
MTD Sales Training

Telephone:
0800 849 6732

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