Training Industry Magazine - Sales 2016 - (Page 8)
FOUR WAYS
TO INCREASE
THE IMPACT OF
SALES COACHING
BY MIKE WIRTH
Susan is one of the best salespeople in her
company. Late last year, she discovered her
fourth quarter numbers were short and she
needed to nail down one more sale in order to
meet her quota and, more importantly, help
the company achieve its financial goals. Her
last opportunity was far from a slam dunk: The
chief decision maker had a relationship with
a competitor and had been tepid to Susan.
Fortunately, before she left for her presentation,
she reached out to a trusted executive, who
helped her with the final presentation and
delivery. The coaching helped - Susan closed
the deal and made her numbers.
8
Everybody needs a coach - from the newly
hired sales associates all the way up to
the top sellers. For companies to succeed,
their sales teams need to be at the top
of their game, and that means getting
the training and guidance they need.
In many organizations, sales coaching is an
important tactic among sales effectiveness
leaders to help improve performance
and achieve business goals. In fact, many
managers rate sales coaching as one of
the highest-impact activities related
to sales effectiveness. Not only is sales
coaching a helpful tool in terms of talent
development, but it also has a major
impact on business performance.
Despite high praise for sales coaching from
managers, the most significant obstacles to
coaching are manager-related. The challenges
include managers who:
» Don't prioritize coaching or make
time to coach.
» Lack the skills needed to be an
effective sales coach.
» Are not accountable for coaching
their teams.
While sales professionals at all levels can
benefit from coaching, most coaching
efforts are used to help poor performers
or those asking for help. Coaching
sessions are focused on informal feedback
rather than actionable guidance. They
address specific opportunities rather than
strengthening sales skills across the board.
http://go.forum.com/Sales-Coaching-Survey-Global
http://go.forum.com/Sales-Coaching-Survey-Global
Table of Contents for the Digital Edition of Training Industry Magazine - Sales 2016
Training Industry Magazine - Sales 2016
Perspectives on Sales Training
Table of Contents
Infographic
Four Ways to Increase the Impact of Sales Coaching
Sales Training: Is It Worth It?
Trust Is Dead. Long Live Trust!
The Salesperson's Most Valuable Portfolio: Aligning with What Matters Most to Your Customer
Great Selling Today: Navigating Change
Big Data-Driven Sales Training
Designing an Effective Sales Training Program
Putting the Cart Before the Horse?
Helping Sales and Marketing March Together
Modern Sales Management
What Sets High-Performing Teams Apart
Four Keys to Rapid Behavior Change
Do Your Salespeople Know Where They're Struggling
Banish the Other Four Lettered F-Word
The Secret of Sales Enablement
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Training Industry Magazine - Sales 2016
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