Sales coaching is essential to cultivating sales skills. It is as simple as that. If you want to learn a new language, or become great at a new sport, you’ll need lessons to show you the ropes and develop your prowess. Career orientated skills are no different, and if you want to be a great salesperson, or you want your company to benefit from great salespeople, you should look into professional sales training. If you don’t understand the value of this, read on to find out some of the reasons why sales coaching is important, and why finding a sales coach might be the right move for your company.
Let’s start with a simple definition of sales coaching. Sales coaching is essentially the process of developing a sales representative’s performance, by coaching enduring behavioural changes. Naturally, sales leaders want an effective and productive sales team, but research shows that as little as a 1/3 of sales teams hit their quotas. Sales coaching is the obvious solution to underperforming sales reps, but unfortunately, most sales managers don’t have the know how to coach their teams themselves. The number one motivation for sales managers to look into sales team coaching should be the creation of a top class sales team, and for this, they’ll need a professional. Like a good teacher, a great sales coach won’t concentrate on the top or bottom percentile, but will instead encourage the middle 2/3 of reps to boost their game. The majority of your sales team have massive room for improvement and the inbuilt incentive to be top performers; they just need a bit more know-how and a little behavioural encouragement. Even though world class sales coaching has a marginal effect on the highest performing members of your team, the real impact of coaching is in turning the mediocre sales reps into “A” players. And, of course, better salespeople translate into a return on your investment in the long run. Studies show that the average company usually receives at least seven times their investment in sales coaching. This investment return is even larger when you choose a top class sales coach. Sales coaching makes your sales force more adept at achieving business goals, and this should be more than enough reason to look for outside help with B2B sales coaching.
So, professional sales coaching can turn your sales force into a team of sales reps who bring their A game to the table. This translates into more sales, a major return on your investment, and a successful team. But the human effect of good sales coaching shouldn’t be overlooked either. Investment in sales coaching isn’t the direct equivalent of investment in new equipment or new technologies to help boost sales. We’re talking about people here, and when you invest in professional sales coaching, you are investing in your people. Sales coaching demonstrates an organisation’s interest in their employees. This is not only good for morale, and image, but helps an organisation retain prime sales talent. If you show that you are interested in developing your employees’ careers, then they are more likely to stay on with you. They are also more valuable, more dynamic members of the team, because of the sales coaching they have received. A company is only as good as its employees, and when you have high-performing, talented employees who have been professionally coached in sales, this is good for the company. Sales coaching training also helps build a culture of trust and mutual respect between reps and managers. Being coached together is important for team cohesion and understanding. A team that has been coached together, is a stronger team as a result. It’s clear that the good reasons for finding a professional sales coach are overwhelming, but how do you find a sales coach you can trust? The answer to this one is easy, just go to UK Thrive Ltd.
At UK Thrive Ltd, you’ll find a sales coach with 35 years in sales. I have mastered most sales and sales leadership roles during this time, so you can expect a ‘can do’ and ‘have done’ perspective in all my coaching and engagements with my clients. Sales coaching is my passion, and whatever your problem, or sales target, you can rely on me for professional sales training that will bring you closer to your company goals. You can connect with me right now at http://thrivesalescoaching.co.uk/contact/ and we can start talking about your sales challenges. You can also email me at [email protected], or talk to me directly by calling +44 (0)1223 872080 or +44 (0)7979 535532.