Sales Coaching the 6 Steps Coaching model will help any business to increase sales & ROI for their business
Do you want improvement & learning for your team members, develop people
and improve performance for your organization?
Direct coaching can help you to bring the best out of your sales people
Sales Coaches play a very important role for improving performance,
developing people and helping achieve goals.
The benefits are huge: increased revenue, high sales, great customer
experiences & definitely ROI for business.
Not only does it increase performance, but it’s an effective method to develop your team members
Read How Coaching improves Team Performance
Team Coaching is a high leverage activity used by leaders who want to
foster team & organizational learning.
Today we share with you the 6 Steps Coaching Model & skills that can be
applied within the team context to promote continuous improvement & learning.
It all starts with an agreement around team goals for performance & development.
Table of Contents
6 Steps Coaching Model- Behavior Changes
Sales Coaching is all about behavioural change of a person.
It is less about the task & more on focusing on team members self discover
& self assess ways to solve problems & grow.
Improving & change in behaviour is the key important ingredient for sales coaching.
It is a long term process and as a sales coach and business implementing
sales coaching in their organization needs to have a lot of patience.
Results do not come overnight. Focusing on the problem and providing
solution is key for the growth of sales people
Benefits of The 6 Steps Coaching Model for your business
- Collaboration skills both in person & remote
- Team performance & execution
- Problem solving & thinking strategically to meet team challenges
- Facilitating team dynamics to support enhanced performance & results
- Identification & inclusion of diverse talents on a global team
Sales Coaching- Why Sales Coaching is important
Leaders create a culture where coaching is valued by using a coaching
process & skills to support individuals & teams
Idea is to build competence, accomplish goals and develop capabilities to progress in a team
The main objective of sales coaching is :
- To improve performance of salespeople
- Identifying Sales people’s strength & weakness
- Build a great relationships
- Change behaviour
- Provide constructive feedback
- Develop knowledge that builds confidence
- Continuous improvement by doing regular follow up
Now let’s dive into the 6 steps of Coaching Model to build a team
that improves performance and build a high performance team
Sales Coaching: How Can Coaches improve team performance
- Identifying opportunity
- Establish Rapport
- Assess the situation
- Define desired outcome
- Determine next step
- Evaluate & Follow up
Sales Coaching: Identifying opportunity
Recognizing situations where coaching will be of value.
In order to improve the performance of the team, as business you need to identify
whether coaching is actually required.
Identifying the need for coaching is more important for a business to be successful.
For Eg: Sometimes you need to coach a whole bunch of sales people in your team
where the team is underperforming compared to other teams members on the floor.
Sometimes those few people who are underperforming and bring the overall
performance of a team down
When identifying who needs coaching, it will not only save your time but money & resources too
Gather information/indicators to identify the coachable moment.
Clarify whether the situation requires feedback or coaching.
Sales Coaches Establish Rapport
Create a foundation for the coaching relationships/conversation
For this sales coaches need to connect with the person to establish rapport, build mutual trust & respect
Sales coaches need to set clear expectations and goals for the coaching relationship conversation
It means agreeing on how they will work together for a long term to get the desired results
Need commitment from both sides with mutual understanding.
Sales coaches can raise awareness by sharing indicators and observation
(actual v/s expected performance) or identify as a development opportunity.
What communication styles will be adopted ,for eg face to face, email, telephone
(depending on diverse culture, locations, styles).
Pandemic has changed the way we work, so you need to identify the best that filters on both sides.
Sales Coaching: Assess the situation
Effective listening is very critical for the sales coaches to bring out the results from sales people.
Using effective listening and questioning to understand the situation and
reasons for performance can go a long way not only to build a
great rapport but improve performance.
Assessing whether the current situation contributes to the performance
or its an opportunity to develop
( lack of knowledge). Gathering information & expanding thinking and use
dialogue and tools to understand more
about the opportunity, contributing factors and key stakeholders
Generate and evaluate solutions that best fits for the improvement of the team members
Sales Coaching: Define desired outcomes
For any results to come, you need an action plan and continuous follow up with the plan in action
Assess your action plan for the commitment level.
Sales coaches need to ask if the actions are doable and do contribute to accomplishing goals?
Is the person receiving coaching, motivated and capable of moving forward?
Are timelines realistic? Are support & resources identified and available?
Important question you need to ask:
How confident the person you are coaching he/she can fulfill the commitment?
Knowing the answers before will help you even start coaching a person.
Set standards for future actions in the context of business and personal needs or
discuss the development opportunity.
Sales Coaching: Determine next steps
You and the sales person who is being coached should agree on the
expected performance. Sales person should fully agree and understand the
next steps to get the results as expected. Agreeing on the actions to take to address performance.
Sales coaches need to provide prescriptive actions and timelines or may
be a future opportunity to practice for development.
Sales Coaching: Evaluate & Follow up
The whole idea of coaching is to evaluate the performance.
From where the sales person was and how the sales person has performed during the course of time.
Sales coaches need to assess progress and follow through to identify how the
performance is going on and track the results on the way.
You need to provide feedback both positive (what’s working) and constructive ( what can be improved) .
They need to track alignment with goals, celebrate and appreciate the person’s work.
While doing sales coaching, you can follow up when appropriate,
create a continuing path forward, with a series of coaching conversations vs/ a single event.
Summary
Sales coaching is very important and businesses need to understand that
coaching improves results and brings greater ROI for business if
done effectively that aligns with goals and objectives of an organization.
The Sales Coaching 6 Steps Coaching Model will help you achieve goals.
One more thing…
Consistency
In order to reach from good to great results, coaching has to be consistent.
The best sales coaching is always ongoing where employees not only learn,
gain knowledge & execute but results become part of everyday.
If your business has a sales team, and need a sales coach, you can always directly Get in touch with us
We will help create a strategy for your sales team that aligns with your business goals to achieve the desired results you want
To get the best out of your sales people Read: Top Sales force performance, treat your reps like customers