Sales coaching is performed by a qualified expert and involves the coaching and/or counseling of a Sales Representative or a potential Sales Representative on how to sell more effectively and efficiently.
The focus is usually on the sales process and/or the most common behaviors of effective Sales Representatives:
Step One: The process begins with an objective assessment (most often, a Personality Profile or a Prevue Assessment), an interview (on the phone or face-to-face), and a self-assessment. These tools help to pinpoint areas for focus and improvement.
Step Two: The coach analyzes the data, helps the individual set specific, behavioral goals, and sets up face-to-face and tele-coaching sessions. Each month there can be three or four 30 to 60 minute tele-coaching sessions, pick-me-up calls at any time, and unlimited e-mails.
The coach may also accompany the participant on sales calls to observe and offer on-the-job feedback and suggestions. The coach may also visit the participant’s office to help with organization issues, office management, and/or paperwork.
Step Three: The coach provides relevant questions, suggestions, recommendations, direction, monitoring techniques, resources, etc. on a weekly basis, focusing on the participant’s goals, which may include the following:
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