| What is Sales Coaching? |
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.
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The focus is usually on the sales process and/or the most common behaviors of
effective Sales Representatives:
1. Researching
2.
Prospecting
3. Targeting
4. Writing
Proposals
5. Approaching
| 6.
Interviewing
7. Demonstrating/Presenting
8.
Validating
9. Negotiating/Handling Objections
10.
Closing
| 11. Rapport Building
12.
Time Management
13. Territory Management
14. Post-Sale
Techniques
15. Telephone Skills
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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.
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Step Two |
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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: |
- Compensation enhancement; increasing
your closing percentage.
- Time and territory management; working smarter,
not harder.
- How to ask the “right” questions; probing techniques.
- How
you come across; seeing yourself clearly.
- The words you use (language,
articulation); telling the truth; how you say it.
- How to get instant
rapport physically, emotionally, and psychologically.
- How to develop strong
relationships with key people.
- How to ask for qualified referrals.
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Learn more about..... |
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