Sales Coaching Plan

Sales Coaching Plan

To make new and improved sales behaviours stick, you'll want to explore the right sales coaching plan.

Sales Coaching Plan
If you're serious about continuous sales performance improvement across your team then you should consider a sales coaching plan.

High-performance sales coaching enables you to continuously accelerate new sales behaviours.

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:

  • Continuous development of sales skills and behaviours
  • Support that's highly targeted to the individual
  • Embedding what's learned in workshops
  • Sales mindsets
  • Accountability and commitment
  • Your learning and development culture
  • Engagement in the job and feeling of being supported
  • Correct application of skills and techniques to the job
  • Convenience of learning and growing (it's flexible and 'on the job' learning)
  • Your chances of success tackling specific deals or opportunities
Sales training workshops pros
Improvement

"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.

    You might also find our free resource "The One Sales Thing" (click here) useful to help you prioritise your efforts to improve performance.

  • 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

  • How to accelerate your sales learning
  • Start developing a strong sales mindset
  • Understanding real value to your customers
  • Business principles that help you sell
  • How to spot, create and convert opportunities
  • Opening the right doors
  • "The knowledge" - your must-know info to sell
  • Differentiating and maximising your value
  • Deal coaching (and preparation for opportunities)
  • Building high-trust relationships and conversations
  • Identifying buying-drivers
  • Creating appropriate buying-tension
  • Knowing what questions to ask
  • Building real value and maximising the win:win
  • Presenting attractive options and solutions
  • Helping buyers think and make high-value decisions
  • How to avoid making the most common mistakes
  • Observation and improvement on sales conversations and presentations

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)
Mark Moore

Mark Moore

Director
Since 2003 Mark has facilitated workshops and coached businesses of all sizes including top global corporates through to smaller businesses. He switches a 'training' focus for helping people to learn and apply high-impact approaches that increase their value fast. Read more.

Client Comments

The true cost of average sales performance

  • How many opportunities are your sales people missing?

    Not spotted

    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.


    Not created

    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

Get in Touch Now

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It's our job to help you get the best result you can for your investment, so get in touch and we can help you tackle sales improvement the right way.