Below is an abstract of a white paper focused developing the sales coaching skills of managers. You may be surprised what this may translate into, such as, improved sales territory management results across the sales team.
Creating effective new managers in the sales organization has been a long-term problem for many organizations. One thing is certain, without sales coaching, reinforcement of any sales territory management methodology becomes very difficult. In our experience, you must have both proper sales territory management training as well as a practical and easy-to-deploy sales coaching programs to be successful.
"Coaching" brings to mind many different types of activities. Our focus is that of "continual engagement" with the customer to accomplish several different objectives. Our success stems from our extensive experience in sales and sales management whereby we have "lived" the concept of coaching on a long-term basis. Our belief is that without coaching, reinforcement of any methodology becomes very difficult. In our experience, you must have both proper training as well as an appropriate methodology to be successful.
Best practices for sales performance coaching include:
1. Continual employee engagement = continual reinforcement
2. Work with each individual’s style
3. Look at each situation dispassionately