Coaching sales people shouldn't just involve the introduction of tools and techniques – it needs to come with a behavioural shift within the sales environment of your organisation and a focus on self-improvement within your sales teams. Stephen R Covey’s ‘7 Habits of Highly Effective People’ can perhaps best encapsulate these shifts.
The seven habits are broken into three imperatives: independence (moving away from dependence), interdependence (working with others), and continuous improvement across both spheres. These habits can be used to good effect when it comes to sales training efforts. Independence covers being proactive, visualising an end point, and time management. These three habits have a major impact on sales when it comes to lead generation, the sales process, and the timeliness issues that come from chasing new clients as well as retaining old ones. Interdependence habits include thinking about situations from a win-win perspective, listening to others, and combining individual strengths to make proficient teams. Again, these traits are extremely important not just from the internal perspective of teamwork, but they also have ramifications on how your sales team treats clients. Lastly, it's about continuous improvement. When it comes to sales coaching, there is no end point. Good sales teams are built upon their ability to learn and adapt to new emerging trends and swing factors. This can also have positive effects on the individual lives of your sales team by increasing job satisfaction and retaining the services of good salespeople for longer.
I am Les Bailey, of UK Thrive Ltd, and I am a big fan of The 7 Habits. I think these habits can have a significant impact on the success of your sales teams in a B2B environment, which is precisely why I focus on them when coaching sales people. It's why I am confident that my services will give your organisation improved sales performance within 100 days – guaranteed. To find out more, please visit http://thrivesalescoaching.co.uk/contact/, call +44 (0)1223 872080 or +44 (0)7979 535532, or email firstname.lastname@example.org.