Value of Business Sales Coaching Cannot Be Overstated

It is difficult to underestimate the value of business sales coaching on a sales team expects to consultatively sell solutions. If you want to build a high performing sales team, take advantage of the value of business sales coaching to help your sales reps to perform at their peak.  Effective sales coaching keeps your sales reps learning, engaged, and motivated.

The Value of Business Sales Coaching

Based upon sales leadership simulation assessment data, here is what constitutes a great sales coach that provides teh true value of business sales coaching:

1. The ability to focus on client and sales outcomes
   Yes, there should be attention paid to the activities of successful salespeople (i.e., time spent cold calling, following-up on leads, networking, and researching clients). But the focus should ultimately be on client and sales results. We call this a customer-centric sales focus.  Did the networking provide new worthwhile contacts? Are you helping your clients to succeed? The best sales coaches know how to help sales reps balance being efficient in their basic sales activities with being effective in implementing them for the right reasons.
2. The ability to focus on real sales opportunities
   Inexperienced sales reps often are wooed by any and all sales opportunities. They don’t know how to evaluate actual potential. Great sales coaches guide their reps toward the sales opportunities that are most likely to bear fruit based upon matching an agreed upon ideal target client profile with a unique value proposition. They give sales reps the courage to walk away from unlikely deals so they can spend their time more productively on the ones with a high probability of success.
3. The ability to support but not overshadow
   The best sales coaches know how to model effective sales techniques and then when to step back and let their sales reps take the stage. Good sales coaches know that learning necessarily involves some missteps. They know how to guide without crushing the learner’s confidence…how to give constructive feedback so the rep can do better next time.
4. The ability to focus attention on building customer relationships
   When sales reps know how to build strong, trusted advisor relationships with their clients, the later stages of the sales cycle go much more smoothly. Good sales coaches help sales reps learn the importance of truly understanding the customer’s situation and crafting a compelling sales presentation and doable solution for their specific goal, problem, or need.
5. The ability to devote the time needed to make a measurable difference
   Sales coaches who work within a high performance sales culture are committed to invest their valuable time in working one-on-one with their reps. They know what a difference their coaching can make in improving the sales performance of the team across the board. They know who needs coaching, when to offer their feedback, how to motivate each sales rep, and what specific consultative selling skills each individual needs to strengthen.

The Bottom Line

If you really want to boost the performance of your sales team, see that your sales managers are fully trained in how to coach effectively. The results will justify your focus on creating world-class coaches.

To learn more about teh value of business sales coaching, download The Truth About Sales Coaching’s Biggest Mistakes