COACHING SALES EFFECTIVENESS
Coaching Sales Effectiveness is a one day training program that gives sales managers the skills to help their people implement and master new selling skills in the field. Research demonstrates that you can double or triple the increase in sales performance by coaching salespeople after sales training. No other management activity can get this kind of result.
1.The New Paradigm of Coaching
Although coaching is the most important management activity, it tends to get neglected because everything else must be done by Friday at 5 o’clock.
- Impact of Training & Coaching on Sales Performance
- Sales Efficiency versus Sales Effectiveness
- Traditional versus the New Paradigm of Coaching
- Barriers to Coaching
Coaching salespeople is the most effective thing a manager can do to increase sales performance.
2. Analyzing Selling Behaviors
Some managers don’t coach their people because they don’t know what behaviors to look for. Participants will be given a template of high performance selling behaviors to be used in the field. Selling skills are broken down into simple, sub component behaviors that can be seen, heard and quantified.
- A Template of “High Performance Selling Behaviors”
- Breaking Down Selling Behaviors
- Video Analysis of Selling Skills
- Skills & Attributes of Coaches
- Guidelines for Coaching Salespeople
- Defining Sales Effectiveness
You cannot coach selling behaviors if you don’t know what to look for.
3. The New Coaching Paradigm
Many salespeople resent the traditional “telling and criticizing” method of coaching. Managers will learn how to coach with questions that encourage self analysis and self learning. Participants will learn a simple four step coaching model. They will watch video role plays and then use the coaching model to role play coaching. This is totally hands on.
- Principles for Facilitating Learning
- A Four Step Coaching Model
- Analyze Video Role Plays
- Role Playing with the Coaching Model
- Taking Notes while Coaching Sales Calls
- Coaching from the Office
You will change your salespeople’s lives by coaching them in the field!
4. Implementation & Accountability
Participants will create an “action plan” for rolling out the coaching program. Quantifiable parameters for measuring success are defined.
- Developing Parameters for Measuring Success
- Other Ways to help Salespeople Master Selling Skills
Managers who coach after sales training get more results than those who don’t.
Conclusion
The primary responsibility of a sales manager is to help their salespeople be successful by coaching them in the field. If you agree with this, the next time you fire a salesperson for non performance, look into the mirror and say to yourself: “you messed up” and then turn around, point a finger at the salesperson and say: “you’re fired.”
“When I first mentioned Paradigm sales training, the attitude amongst our people was “another flavor of the month training.” In 2003, after taking our first Sales Mastery training, our sales teams had their best year ever. Listening has never been so much work and never so rewarding. We have been able to differentiate more clearly our existing product lines and it has enhanced our ability to bring new products to market, as you know a cornerstone of our strategy.
The big surprise to all was how Paradigm training has changed behavior and performance beyond our sales teams. We are employing needs based assessments with our management teams as well as operationally and administratively. I look forward to Paradigm’s ongoing involvement with us.”
Sam Sanregret – President Capital Lumber, Phoenix, AZ