Sales Coaching Plan
To make new and improved sales behaviours stick, you'll want to explore the right sales coaching plan.
What gets measured gets done. What gets fed back gets done well, what gets rewarded gets repeated - John E Jones
A sales coaching plan enables you to shine the spotlight on different aspects of your salespeople's performance relative to how they could or should be performing in that area.
With their co-operation, this gets fed back and reflected on with their sales coach (who can shed light on their blind spots), and new actions agreed, committed to and scheduled. This process repeats to create incremental improvements.
And with the right plan, your salespeople can even call upon their coach for help at the point of need, e.g. when preparing for an important client meeting.
Simply put, it accelerates learning on the job, helps individuals leverage their own strengths and eliminates or sidesteps any weaker behaviours that limit their sales success.
A sales coaching plan helps improve:
"If you want to teach, to change minds or to cause action, a consistent curriculum is always better than a single event. Drip by drip, with enrollment" - Seth Godin
Questions you should ask yourself
If my salespeople were leaving customers less than fully satisfied, would I know about it?
What experience are your customers really getting?
As a customer yourself how often do salespeople leave you feeling a bit frustrated? How often do you feel that they don't fully understand you, and when do you begin to lose patience and trust that they'll add value?
If you think it's common for you to feel like this, then consider how many other customers speak to the same salesperson and feel the same.
Does the manager know?
It's also worth asking how often the salesperson's manager knows about the conversational experience the customers are really getting, how it makes the customer feel, and the real reasons why the customer ends up going elsewhere.
The true cost of the problem is hard to quantify because managers aren't usually aware of lost opportunities and why they were lost.
Unfortunately, it's common for salespeople to provide a less than satisfactory service.
The big question is, how likely is it that your salespeople are the exception to this?
How they could be
Do your customers respect your salespeople and trust that your salespeople are doing all they can to improve the customer's business?
Are your salespeople the obvious go-to advisors in your space? Do they explore where value lies for each of their customers and introduce solutions appropriately?
And are you absolutely sure?
Improve the right behaviours
This is worth your consideration and is perhaps a conversation worth picking up either with your colleagues or with us.
Get in touch (click here) with us if you'd like to explore how your salespeople are actually doing (not the 'hits' that you know about but the misses that you don't) and where you might find immediate improvement.
- Could we coach our sales people internally?
- How open are my salespeople to learn and improve?
- Will we be coached on up to date techniques that work?
Typical challenges we address through a sales coaching plan
Our sales coaching plans can be...
- totally flexible to suit your timeframes
- delivered face to face, over phone, or Skype
- occasionally delivered as group coaching sessions
- measurable (actions taken and observed behaviours/results)
“Thank you for a great set of sessions earlier this week. You did a great job and the team really benefited from the workshop.
Chris Mulligan - Partner - McKinsey and Company
"Mark delivered an outstanding two days of sales training to my technical team. It's made a tremendous difference to how they approach the sales environment."
Pete Short - Technical Sales Manager - Apple
"Just months in and we have increased our gross company profit by 18% - largely through Mark’s specific work on selling based on creating value."
Sam Matharu - Head of Business Development - Building Materials Nationwide
"“Mark is an excellent facilitator who took the time to understand my business needs and deliver effective training solutions that contributed to a significant increase in sales and leadership performance""
Mark Bryce - Marketing Manager - AMEX
The true cost of average sales performance
How many opportunities are your sales people missing?
Consider how many existing opportunities are being missed by your salespeople.
That's customers who are looking to buy a solution that you can provide. But your salespeople fail to connect with them and convince them and so the customer goes elsewhere.
Now add to that how many overlooked opportunities are not being created by your salespeople.
That's where your salespeople could identify opportunities to add value that would make the customer better off than they would be hanging on to their money (ie. better off than keeping the status quo).
Not effectively progressed and converted
Further, add to that how many opportunities are in your pipeline but not being handled and managed as well as they could be. These sometimes begin to stagnate and the customer decides to go with an alternative option.
Most businesses should see missed opportunities in all three.
I wonder what missed opportunities are costing you?
- What's the true cost of that?
- Where is the leak?
- Why sales improvement only comes when we all lift
- Why setting the ball rolling early makes a big difference