Tag Archives: sales coach

Sales Coaching

Using Sales Coaching to Increase Sales

Regardless of the economic environment we are operating in, it is critical to find a way to increase sales. In many cases, management will try to achieve this by throwing more resources at the challenge. This can work if they hire the right people and train them well, and then the people hired perform as expected. If this works, the return on investment is high with strong sales growth. If it does not work, the costs can be high as sales people can be expensive to higher, train, and keep on payroll.

Unfortunately, when you hire new employees, you never know how they are going to turn out and how they will perform day in and day out. One way to decrease the risk and uncertainty with staffing new sales people is to utilize a process of sales coaching. Sales coaching is effective at increasing sales and improving performance by working directly with the sales staff on a one-on-one basis to keep them focused, motivated, and on track.

The impact of being able to increase sales through something like sales coaching can be very advantageous. From a top line perspective, by improving the probability and amount of success for each sales person, the cumulative revenue increase can drive very significant revenue growth and improvements in profitability. This could be the determining factor in succeeding in a competitive marketplace and gaining market share.

Increase Sales to Increase Company Valuation

A bigger picture benefit is that this could improve the valuation of the company as a whole. By posting better growth and profitability figures, a public company could see an increase in its stock price. For private companies, this could make the company more attractive from an acquisition standpoint and enable it to be purchased at a higher price.

Increase Sales to Increase Employee Valuation

Utilizing sales coaching to increase sales, will also deliver strong benefits to the individual contributors as well. For the sales staff and sales management, this means an increase in quota attainment providing more commissions and money in their pockets. In the long-term, the benefits could be job security, job satisfaction, and being better positioned for any potential promotions.

Decrease Hard-dollar Costs

By effectively increasing sales, the company will not only see top line improvement, but can also stand to see strong improvements in the bottom line by controlling and decreasing costs. This is achieved by decreasing turnover through creating a happier and more successful staff. By decreasing turnover, the company will see hard-dollar savings in the area of hiring, training, and replacing sales staff.

Decrease Opportunity Cost

By improving the success of the sales staff and decreasing turnover, the company also stands to decrease opportunity cost. Consider the business that is lost or missed while a sales person is under-performing. Add to that any business that is lost or missed while a position is open from a resignation or termination. Finally, add to that any business that is lost or missed while a new hire is being trained and getting ramped up. All of this adds up to a tremendous amount of opportunity cost and that can be decreased by improving performance and tenure for the sales staff.

Michael Halper has a passion for coaching individuals toward personal and professional development. For more information about coaching and development visit Compass Coaching you can read more about Using Sales Coaching to Increase Sales or Sales Coaching.

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Sales Coaching

Need Sales Coaching? Top 7 Questions You Should Ask Before Hiring a Sales Coach

Are you looking to hire a sales coach to improve your career, leadership, life, business and sales results? Well, I’m going to tell you right now that there are many sales coaches in the field and it is hard to know where to start or what to look for when hiring a coach. There are highly qualified sales coaches like myself and then there are others who just jumped on the sales coaching bandwagon so they can profit from you even though they have not proven themselves to be worthy of getting you as a client.

Knowing this, how can you find the best sales coach for you and your organization? Simply ask the questions below…

Here Are My Top 7 Questions to Ask Before You Hire a Sales Coach:

1. What is your personal track record of success in sales?

I was ranked #1 sales performer in the U.S. for 4 years at two global Fortune 500 Companies. I generated over $135 Million in Sales Revenue. I know what it takes to become a top sales professional.

This is not true for many sales coaches as they do not have the credentials of being a #1 performer in a large organization multiple times. And, many sales coaches do not have extensive experience building, developing and managing sales forces.

But what if those are your goals? See the concern? If they have not walked the walk, and proven they know what it takes to achieve great sales results, how can you expect them to know what it takes to achieve extraordinary results?

2. Will you customize your sales coaching programs around my particular needs and goals?

Many sales coaching programs simply place all individuals and businesses into the exact same sales coaching process. They do not take into consideration the immediate challenges at hand, nor do they focus on customizing the program around the strengths of the individual or organization, while identifying and addressing weaknesses.

Before you hire a sales coach, ask how they customize their sales coaching program. If they don’t have some good examples to share, run fast, or face receiving cookie-cutter coaching which will greatly impede your results.

3. What is your general sales philosophy?

Many of the old persuasive selling techniques really are a thing of the past. They don’t work. Yet, many sales coaches are still teaching people just like you to persuade, push, be very aggressive, and to forcefully change the mind of others. This will make both you and the prospective client feel uncomfortable and will automatically lead to lost sales.

If you want to increase your sales potential then you need a sales coach who understands how to create a genuine, natural, customized sales philosophy for each individual they coach. If they don’t, watch out.

4. What professional coach training do you have?

You may find a sales coach who has a respectful sales background like me. But, in many cases they’ll have very little, if any professional coaching training. There is a big difference between calling oneself a coach, and having 100’s of hours of face-to-face coaching training. If they do not have this training, you may not receive all the support you need around motivation, focus, changing your mind set, accountability, and being able to support you towards success in your entire life. If you hire a sales coach who does not have professional training, do not expect the same results. You will not be supported holistically around all the intangibles that help people reach extraordinary results.

5. How did you become a sales coach – and why?

Find out if the sales coach made the conscious choice to become a coach for the right reasons, or if they burned out of corporate America or fell into the position as a back up because they lost a job. You want a coach who loves coaching, sales and changing lives. Look for a coach with whom you connect with. Look for a sales coach who truly cares about your success and loves the work he or she does. If you do not sense a great deal of passion in their voice when they describe how they became a sales coach, talk to another coach.

6. Can you show me new and innovative ways to increase sales?

If the sales coach is not aware of how to use social media, blogs, website marketing, SEO, AdWords, effective article writing and publication, LinkedIn and other similar tools to grow their own business, how can they help you to grow yours?

Technology is always changing and there are ways to use it to increase your sales results. Find a sales coach who is using these tools on a daily basis to grow their sales coaching business. Find a sales coach who can show you how to generate leads, contact new prospects and network effectively in the modern era of sales. If they don’t use these tools, keep on looking.

7. Do you have a coach?

I’m a sales coach and I still work with a coach. I get a tremendous amount out of it and I am convinced of the value of coaching. How can you be a coach, but say you don’t need a coach yourself?

As soon as you stop learning, growing, improving and developing, what kind of an example are you showing for your own clients? Find a sales coach who has a coach, believes in coaching, uses coaching to continue to become a better coach, a better entrepreneur, and a better person. Find someone who inspires you to do more and doesn’t just coach you, but leads by example. If they don’t have a coach, just ask them why. This is an important question to ask and I’m guessing you will decide to move on pretty fast after they say they don’t need a coach or don’t have one.

Find a sales coach who is right for you by asking these questions. Follow these tips and you will ensure you partner up with the right sales coach for you to achieve amazing sales results.

Sales Coaching & Business Coaching Expert, Jeremy J. Ulmer, has helped hundreds of sales professionals, sales leaders, businesses and entrepreneurs overcome sales challenges and achieve breakthrough results. If you are ready to dramatically increase your sales results then request your Free Tips and your Free Coaching Consultation at: [http://www.coachwithjeremy.com]

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Sales Coaching

What Do Basketball Stars Have in Common With Your Sales Force?

Okay, you ask, what do basketball stars have in common with my sales force? The answer is simple. Both need coaching. Yes, an important element in the performance of a basketball superstar is good coaching. Guess what, likewise an all-important element in the performance of a sales superstar is good coaching.

The reason for needing a coach is fundamental. When one is caught up in the heat of the game it is impossible to see all that is going on around. The coach has a different stake in winning and sees a larger picture. The coach can see things that are hidden from the view of the player as he moves up and down the court. The coach can tell when it is beneficial to pass the ball so that a score can be made. So, you get it, you see the analogy.

What are the obstacles that prevent a coach and a basketball superstar from benefiting from the relationship they have with each other? Well, one of the biggest obstacles is ego. Who’s you ask? The answer is both. The ego of the coach and the ego of the superstar stand in the way of making the relationship beneficial. In fact, there are many instances where a perfectly good superstar is traded and the team suffers loss because of the conflict of egos between the player and the coach. How many thousands of companies have traded sales superstars for the same reason?

Five practical activities for building good relationships between coaches and salespeople are as follows:

 

  1. Affirm and acknowledge the need for coaching often
  2. Reassure the salesperson that coaching is not a criticism of skills but rather is a method for making the very skilful even better
  3. Affirm and acknolwedge the skill level that is already developed in the sales person.
  4. Carry on continual dialogue concerning the reason for coaching
  5. Save teasing and joking for other areas of the work place. Never belittle or embarrass the salesperson. Be sensitive to the ego of the salesperson.

 

It is a natural human tendency to get complacent. Familiarity with the job and the repetition of tasks and approaches over and over, tend to bring a person to a place of being mediocre or run of the mill. This is where affirming the need for coaching is critical. When a sales staff is accustomed to the coaching aspect of ongoing training and preparation, there is room made for real growth and the sales person can remain vital. The sales person must have internalized the idea, that no one gets to the point of knowing, past which, there is no additional learning. It has been said, “the enemy of learning is knowing.”

Being sensitive to the salespersons ego is paramount to a successful coaching relationship. This is why sales managers are not necessarily good candidates for sales coaches. The sales manager is in the position of authority and ultimately is responsible for discipline action all the way through termination of the salesperson. This is seen as a conflict of interest by the salesperson and stands in the way of allowing the sales manager to truly fulfill the role of coach. The coach must reassure the salesperson often that he/she believes in his/her worth as a sales professional. This opens the door to conversation that can focus on improving the selling skills, delivery and methods of the salesperson. The salesperson is much more open to accept coaching input if he/she realizes that they are valued by the coach. The best way to build this rapport is to concentrate on catching the salesperson doing something that is praiseworthy. Everyone likes to know that they are appreciated and recognized for their efforts. This step is an important part of coaching. This affirms their value as a salesperson and equips them with the ability to take correction from the coach.

Speak often about the need for ongoing coaching; Dialogue about the ways that coaching is improving production. Once the sales superstar can identify the benefit of coaching in his/her commission checks and added recognition, coaching will be an accepted part of their selling regimen. Coaching is especially profitable when the sales cycle is extended. The coach can help with strategizing in all aspects of communication with the prospective client. Remind the sales people that focus is an important factor and a good coach helps focus efforts with a closing sale in mind.

There is an age-old cliché that states, “You catch more flies with honey than with vinegar.” This is never truer than in the case of working with sales superstars. Embarrassment and teasing is a poor motivator. Sometimes it is easier to use this method than the tried and true method of having difficult discussions in a forthright manner. This is the job of the sales manager and the coach. The coach’s honest communication should be given in a non-threatening way with the purpose of changing unproductive behavior. It should be given in private so that the sales person is not put on the spot. The sales manager can save the tough dialogue for the disciplinary encounters that can be handled no other way. This is always after the individual has refused to be coached.

Winning teams are teams that have great superstars and great coaches. When they work together for a common goal they become unstoppable.

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Sales Coaching

How Business Coaching Can Help to Increase Sales

For small to medium businesses owners, it is necessary to wear many hats. Many find it an almost overwhelming task to handle the responsibilities of sales, marketing, accounting, management… and run their business, too. All too often, the need to increase sales takes a back seat as so many other areas of the business need attention. When a business owner finds himself in this position, it is time to call in a professional Business Coach. A Business Coach is just like any other type of coach. His/ Her responsibility is to guide, advise and support business owners and managers to insure the overall effectiveness and profitability of a company.

Business coaching provides many services to help the small to medium sized company owner. One of the greatest benefits to hiring a business coach is the guidance needed to increase sales. A coach gives the business entrepreneur an opportunity to work one- on – one with a skilled professional who is adapt and capable of finding solutions to increase profits and drive sales. Coaches are motivating, supportive, confidence- building leaders who have the ability to bring out the best in a business owner by encouraging and empowering those who may have lost their edge or are feeling the pressures of business ownership.

Many companies enlist the services of a Business Coach to train employees in a group setting or in seminars that are designed to develop, teach and groom staff in the art of effective salesmanship. Salespeople generally leave these meetings with more confidence, increased enthusiasm and the knowledge and skills necessary to generate more profits.

Company management and coach can brainstorm for ideas that will increase brand recognition. Having the public familiar with your company and its products and services is a major step to increasing revenues. Business coaching guides and assists in taking an in depth view of your complete sales process and together, you will be able to pinpoint ways to improve your marketing techniques and methods to meet and achieve your goals.

Business coaches are well skilled in identifying market segments, trends, and effective ways to market your business that can lead to increased sales. Together, you can identify target markets and ways to initiate creative marketing techniques to capture more of the market share and produce results.

Hiring a Business Coach is fast becoming a viable solution for companies that are having problems in the sales department. Even those companies that are reaching their sales goals use coaches to further enhance and improve their operations. Working with a good, knowledgeable Business Coach can well be worth your time, money and effort when you begin to realize to increased sales that his expertise can bring to you business.

Business coaching helps you to identify where and how sales can be increased.

Wendy works with business owners to successfully explore untapped opportunities for increased sales using business coaching

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Sales Coaching

Hire a Business Coach Or Not? 7 Questions to Decide

Now, above all times, some businesses are prospering and others are falling by the way side. The difference might just be a Sales Coach.

How do you know if you need help? Answer these seven questions. If you cannot easily come up with answers, some help is in order!  Savvy investing in yourself and your company today could be the difference in surviving these times to enjoy the next upturn.

Question #1 – How do I know my business is performing at its peak level? Now is the time to be sure each department is performing at top notch capacity. This is especially true if you are a solo-entrepreneur and the entire company IS you. All parts need to co-ordinate seamlessly and support each other.

#2 – Where are the places that things can be done differently and more effectively? If you have been doing your business for some time, those things might not be apparent to you. What are you doing about your trouble spots?  Do you know where they are? An outside, trained eye can give you valuable perspective.

#3-What should I do first to make a change in my results? If you are wrestling with overwhelm, and have six things to implement, it’s hard to know where to start. If you can see that some (or several) procedures or products need to change, how do you determine where to start?   Use a coach to devise and implement your best strategy.

#4-How do I think about my problems in a constructive way? All solutions come from thoughts first. And thoughts are largely governed by the questions we ask ourselves. Knowing the right questions to ask is the first step to an answer.

#5-How is my company living up to my vision for it and for myself within it? Have you lost your plan and business strategy in a never-ending attempt to solve the daily problems? If you have lost your plan, you have lost your way.

#6 – Who do I talk to when I want to brainstorm ideas, hash out situations, restructure things? A coach is like your own private Master Mind partner with your goals as their priorities. Often simply speaking an idea aloud to an interested and discerning coach can trigger more ideas, suggestions and helpful thoughts to appear in your mind.

#7- Who do I go to when I need support? Where do you find a listener on your side that has no agenda but your own? Even if you have a supportive partner and family, they have a vested interest and a point of view that may not agree with your agenda.

And, if your support is the guy behind the counter at Louie’s Bar & Grill, you definitely want to consider a coach!

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Beth Lane, CTACC Peaceful Sales Coach, combined her expertise from 30+ year’s business experience as top sales producer, sales trainer and business owner to create Peaceful Selling. This is a Business Coaching and Training Program that teaches you to enjoy selling, increase your productivity and expand your income. To find out more about Beth and receive a FREE e-report visit [http://www.peacefulselling.com]

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