Open Enrollment Sales Workshops
Private Group Sales Training
Workshops: Group sales training
workshops can be tailored to the needs of
the client
organization and delivered on-site at the time and location of the clients choice.
Public Open Enrollment Workshops: Individuals are invited to
participate in monthly sales workshops held across the US in an open enrollment format.
For more information and pricing, please complete this form and we will email
you a confidential Annotated Outline that will provide you with an hour by hour
description of our sales training workshop
of your choice.
Coaching your sales staff is different than managing your sales staff. Coaches are dedicated to improving their employees, no matter what the cost. The result, if done effectively, is increased sales and higher morale. Many believe the process of coaching is arduous, time consuming and filled with questions but, nothing could be further from the truth. A well designed coaching plan can accommodate your skills, abilities, and schedule so that you and your sales staff members experience success. Keep in mind; it is up to you and your commitment to improving, not maintaining status quo, in your sales staff for results to take place.
There are a number of different ways that you can coach your sales staff to better performance in short increments of time. One particular technique is the "30 second coaching technique." This technique is designed to make an immediate impact on a sales staff member for a job well done. If an employee is struggling with up and cross selling, and you overhear them performing that skill successfully, recognize it. Stop, and if appropriate, place a hand on their shoulder and mention, "Bob the interaction you just had with Sally from ABC Company was excellent! I heard you offer our deluxe upgrade option to her and that was a great decision based on her needs. Keep up the good work!" This technique seems so simple but leaves your sales staff member with a great feeling, thus impacting their future calls of this type. Positive affirmations can go a long way in improving performance.
Another great technique that can be used is the peer to peer coaching technique. This particular method has colleagues working with one another on a specific skill or attribute. If a sales staff member is struggling with cold calling, two reps may be asked to role play a cold call. Following the interaction they may score one another and provide feedback for additional improvement. The great part about this technique is that it does not require the manager to be present. The manager would want to check back and see how the interaction went and review the evaluations that were provided to the employees.
Finally, as you can see there are a variety of unique ways that you can coach your sales staff to better performance based on what they are struggling with. They key is that as a manager, you need to make the decision to improve your sales staff and they need to commit to making the change. Being a good coach can be challenging at times, but by weathering the storm you will experience increased sales and better performance overall.
