If you are a sales manager, it’s a must that you coach your sales team so they can be more productive. Here’s what you need to do:

1. Identify areas of opportunities. The first thing that you need to do is to analyze the weakness of your selling processes and the areas of opportunities of your sales representatives. They might not have great communication skills, they maybe struggling when faced with objections, or they may not be persuasive enough to get people to buy. Knowing the things that you need to work on ahead of time can help you make your coaching programs more targeted thus, more effective.

2. Design coaching modules. Design modules for each area of opportunities. Include all the information that you need to share and all the activities that your trainees will need to perform in order to improve their performance or in order to overcome their issues during the selling process. Make sure that your modules contain all the answers to their questions and all the instructions on how they can properly deal with their issues.

3. Medium. Aside from doing one-on-one and group coaching programs, you can also use the internet or the phone when conducting coaching sessions. Every medium has pros and cons. Research and identify which one is more effective and use it. You can also run surveys to know the preferences of your target audience.

4. Feedback. Solicit feedback from your trainees after each training sessions. Ask them if they find it useful. Take each feedback seriously so you’ll know what you need to improve on to make your future coaching sessions more effective and more impacting.

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