Coach & Develop Your Sales people
“You cannot teach humans anything. You can only help them discover it within themselves”, Galileo
“You have within you right now, everything you need to deal with whatever the world can throw at you”, Brian Tracy
What is coaching? Many definitions including, It is “unlocking a person’s potential to maximise their own performance. It is helping them to learn rather than teaching them” Whitmore 2003.
Managing is making sure sales people do what they know how to do. Training is teaching people to do what they don’t know how to do.
Sales Mentoring is showing sales people how the people who are really good at doing something do it. Sales Coaching is none of these – it is helping to identify the skills and capabilities that are within the person, and enabling them to use them to the best of their ability. (Wikipedia).
So, coaching facilitates change. What changes can it make to your organisation?
Build self-awareness and resilience in your sales people
Bridge the gap between what is asked of your sales people and what they have been trained to do.
Ensure that training and learning is implemented
Reduce turnover of top sales performers
Give employees an outside, neutral and new perspective on internal problems
Facilitate sustained and lasting change
Challenge thinking, beliefs and assumptions
At performance Partners, we offer the right sales coaching to suit the needs of your organisation, whether that be
Sales Coaching involves working with the coachee by supporting them in reaching specific sales goals in their professional development. The specific areas of coaching may include career transition, interpersonal and professional communication, performance management, organisational effectiveness, managing career and personal changes, developing executive presence, enhancing strategic thinking, dealing effectively with conflict, and building an effective sales team within an organisation.
We offer 1:1 Coaching for Senior Sales Representatives. We have had considerable success working with senior sales professionals who now need to operate as Business Managers. Sales coaching is quick to introduce, control and monitor, and generates immediate measurable results.
Coaching can reach the parts other training methods can't. If training is described as educating, Coaching ensures that learning is implemented. In sales coaching, the coach can also share the sales manager's burden, freeing his/her time to achieve company targets and objectives. Meanwhile, the coach works with the sales team to unlock their potential, provide support and guidance to resolve issues and facilitate inter-team communication.
An effective sales strategy comes not just from sales activities, but also from how you approach potential clients. If you want to sell consistently and increase your revenues, you may have to refine the way you engage clients throughout the entire sales process. That's where Sales Coaching also comes in.
“In organisations, real power and energy is generated through relationships. The patterns of relationships and the capacities to form them are more important than tasks, functions, roles, and positions.”
– Margaret Wheatley.
In today’s world, work does not get done without building relationships. In order to achieve the mission and align with organisational intentions, it is important for leaders to be able to work within functional teams. A team coach helps move the team forward to produce more effective results.
Teams are motivated when they believe that what they are doing is worthwhile, when individuals within the team are in control of achieving their goals, and when they’re all appreciated and/or acknowledged for their contribution.