Tag Archives: Sales coaching

Sales Coaching

Sales Coaching – Revealed – 4 Rewarding Methods to Make Money Through Coaching

You can really make more money through sales coaching. How? These coaching programs can help your sales people improve their selling skills. When this happen, they’ll be empowered to easily convince your prospects to make a purchase. As you know, this can lead to more sales and more revenue.

To make your sales coaching more effective, I recommend that you focus your sessions on these aspects:

1. Active listening. You will need to teach your sales force to listen actively to your prospects not only to make these people feel valued but also for your sales personnel to get a deeper understanding about their needs and demands. Teach your team not to do all the talking during the sales process as this can easily frustrate potential buyers.

2. Probing questions. Teach your sales force to be more inquisitive when talking to your prospects especially if these people are not giving them clear picture of their problems. Tell them that the probing questions they use must be open-ended, succinct, simple, and easy to understand.

3. Sell value. It’s important that you make your sales personnel realize the importance of selling value as this can affect the buying decisions of your prospects. Teach them how to properly communicate the benefits, selling points, and competitive advantage of the products and services they offer to make them extremely valuable and useful to the eyes of your potential buyers.

4. Close the sale. Your sales people must know the best ways to close the sale. Coach them how to create a sense of urgency to easily get their prospects to swipe their credit cards.

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Sales Coaching

Sales Coaching – Revealed – Intriguing Methods to Excel at Coaching

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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Article Source: http://EzineArticles.com/2436018

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!

To use this article in your newsletter or Ezine, please include the entire text and the following author information:

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]

Article Source: https://EzineArticles.com/expert/Beth_Lane/97401

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Sales Coaching

Problems That Sales Coaches Can Solve

Are you as a Sales Leader or Manager facing any of these issues with your team?

Sales training often isn’t enough to produce long term change in your sales team.

Read this list to see if you might benefit from a sales coach:

Having trouble with:

 

  • Generating new customers
  • Increasing returns on marketing campaigns
  • Failure to consistently achieve sales revenue goals
  • Reduce ever-lengthening sales cycles
  • Increasing costs of maintaining an effective and productive sales team
  • Keeping the sales team motivated
  • Shrinking margins – mounting pressure to discount
  • Protecting and developing dwindling key accounts
  • Increasing erosion of market share
  • Increased failure to forecast revenue with any degree of accuracy
  • Increased quantity and ferocity of competition and being outsold by competitors
  • Limited product knowledge in the field
  • Declining customer satisfaction and increasing customer expectation
  • Global market rationalization Increasing number of stalled sales opportunities
  • Finding and keeping good people
  • Managing salespeople who plan and manage their time and territory by the seat of their pants – they don’t seem to have a game plan or a strategy as to how they are going to win
  • Reducing the “last three weeks of a sales quarter” syndrome where everyone scrambles to try and pull in as much as they can to hit sales targets and we end up giving away our margin
  • The current economic crises are impacting on sales team’s ability to consistently achieve their sales quotas
  • Operating in markets where there seems to be more and more “gatekeepers”, buying committees, tendering processes, RFPs, etc., all of which prevent the sales team from gaining access to decision makers
  • It is becoming increasingly tough to get to talk to the people who matter about what they really need and want when it comes to buying our services
  • We struggle to speed up the buying process and close more deals more often
  • Sales teams that needs constant motivating. They seem to lack passion, focus and commitment
  • “Give us a quote” is a common response my salespeople are hearing. So what I find is that my salespeople often invest large chunks of their time putting together proposals for prospective clients that have no real intention of buying from them
  • The message we hear from our customers over and over is, “Your competitor can do it faster and cheaper.” And they are right! How do we sell against that?
  • No predictable and accountable selling process that moves the sale forward smoothly
  • Constantly grappling with costly, wasteful, and ineffective sales practices (e.g., low yield on direct marketing, low close ratios, high costs for branding, tradeshows, or product development)
  • I don’t have a clue where to start to get sales back on track!

 

If you or your sales team are facing any of these common issues, you should consider getting coached!

As one of Australia’s leading authorities and coaches in sales management, Ian Segail has been involved in the coaching, training and development of sales managers and salespeople for over two decades.

Drawing on 25 years of experience in sales, sales management and leading an HR and training team, Ian brings a strong dose of fiscal reality and practicality to his works as a Sales Performance Coach.

Engaging directly with business owners and both novice and experienced sales managers alike, across a wide variety of industries and selling disciplines, the focus of Ian’s work is to transform sales results for companies by improving sales management practices. Ian is the author of “Bulletproof Your Sales Team – The 5 Keys To Turbo-Boosting Your Sales Team’s Results” and a number of business articles, business reports and white papers including “The fish stinks from the head!” and “Why Sales Training Doesn’t Work.” Ian has an insatiable hunger for studying selling and people management and has passionately pursued answers to the question “How come some people can sell and most can’t?”

Check out sales resources and Ian’s blog at [http://www.salestutor.com.au]

Article Source: http://EzineArticles.com/2231945

Sales Coaching

An Effective Sales Strategy That Will Deliver Results in 90 Days

There is no question about it- these are very trying times and sales coaching needs to focus more on innovative if not shrewd approaches in order to maintain present levels of performance. Sales gurus contend that the professional must be dynamic and flexible as he faces the challenges and threat in the market. They have to be a lot more imaginative and persistent in their approaches in order to win additional share in an already tight and shrinking market. In this prevailing sales arena, only the resilient and persistent ones are expected to survive.

There is a fundamental sales strategy that when implemented would definitely hit the jackpot for the professional. This tried and tested technique will deliver positive results within 90 days.

This sales strategy is as simple as it can possibly get. When you are finished covering it, you may ask how this can possibly help your cause. But then again, this strategy has repeatedly been tried and tested and has continued to ring success to a lot of salespeople. Further, this technique is also a popular solution adopted by most experts and is extensively used in sales coaching sessions.

It has been proven in many instances that one-on-one sales performance mentoring is the fastest way of getting results from your assets. This approach affords the opportunity for a two-way interaction between the mentor and the protégé as they explore ways to improve on the performance. The mentor provides the overall framework and roadmap to a successful undertaking. On the other hand, the professional integrates the techniques shared to him by the sales coach while he considers the overall situations in the field. He may or may not advocate some modifications with the close supervision of his mentor. This technique encourages the collaboration between the sales coach and the sales professional by observing a two-way type of mentoring.

To become successful as a mentor, there are certain guidelines that have to be followed. We will focus on the most essential of all the guidelines that can deliver the strongest impact on the performance.

Spend sufficient time with each of your sales representatives. You can do this either by phone or in person. The frequency of the interaction must be a least twice a month. Depending on the nature of your business, you may even choose to have weekly one-on-one consultations with the members of your team. The meeting shall cover the “what was” and the “what will” of your activities. Generally, you will do cross referencing of actual results in the field and compare this with the established action plan or program. Results of the comparative analysis of the previous events will serve as the basis on the action on the plans for the succeeding week. You then have to decide if there is a need to adjust the sales target or make room for some intervention activities in order to meet the target for the upcoming week.

Chuck Stewart recently spent time researching business with a sales coaching [http://www.aburaconsulting.com/] specialist. He found it extremely helpful with building a sales strategy [http://www.aburaconsulting.com/] for his marketing team.

Article Source: https://EzineArticles.com/expert/Chuck_R_Stewart/191394

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