Written by Sean McPheat |
7 Ways to Effective Sales Coaching
Want to become a great sales coach? Then include these golden rules:
Lead By Example: The “do as I say, not as I do,” theory doesn’t work. If you can’t do it, or have never done it, then don’t tell your sales people they can do it. If you can’t walk-the-walk, don’t talk-the-talk.
Care: All the sales coaching in the world and all you’re great wisdom and expertise, mean nothing if sales people don’t believe that you and the company believe in, and care about them. The old adage is true in that people really don’t care how much you know until they know how much you care. If you always put the bottom line first, that’s all you’ll get; the bottom line.
Praise in Public: When you see progress and achievement, make it known and do it out loud.
Make Corrections By Group: You may have heard that you should praise in public and correct or admonish in private. However, don’t even admonish in private. Make such corrections, fix mistakes and problems by addressing the whole team instead of singling out the guilty party. You can bet that if one person is having the problem, others in the group are as well. Also, keep teaching positive at all times.
Ensure a Chain of Communication: Don’t allow management above you to communicate directly with the people you coach without your knowledge or involvement. Everything must come through you.
Remember the Spouse/Family: Remember these are people you work with, there not machines. You should know something about each person’s situation and always consider them as individuals.
Never, Ever Let Them go Home on a Negative: Have you heard that saying in Marriage ‘Never go to Bed on an Argument’ Well as a sales coach, never let your people go home with a negative thought. A bad day or month, lost sales, mistakes made; whatever the case may be, make sure you give the sales person something positive to take away.
Originally published: 24 September, 2008
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