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7 Habits to Develop For Sales Coaching Success

Fri,Aug 15,2014 @ 11:10 AM

sales coaching success


A sales leader or manager walks into a staff meeting and says, “We need to get our numbers up and start closing more deals.”  Does the manager believe that this demand will really inspire the sales team to increase their sales?  No matter how it’s done, demanding performance will not produce significant results.  Employees need a means to an end and coaching does just that.  When a salesperson is challenged in some way, they need coaching to help them explore other avenues (means) to improve their sales goal (end).  The coach is needed to help the employees improve their performance and skill sets as they will not arbitrarily get better because of the demand placed on them.

A sales coach needs to ask questions to try to uncover what the salesperson’s strengths are, as well as what challenges they are having and their opportunities to improve.  Here are seven ways a sales coach can develop a successful team:  

  1. Asks great questions.
  2. Engages effectively with employees.
  3. Demonstrates great active listening.
  4. Consistently inspires and motivates consciously.
  5. Schedules coaching sessions.
  6. Facilitates selling simulations and role-playing sessions to develop skill sets.
  7. Leverages coaching interactions to accurately forecast sales and pipeline activities.

To find out how to coach your sales team, download this white paper: 

Download White Paper:  Help Your Sales Team  Close More Deals

Tim Hagen

Written by Tim Hagen

Tim Hagen founded Progress Coaching, a Training Reinforcement Partner Company, in 1997. His entrepreneurial career began in college leading to positions in sales, sales management, and sales training for small and large corporations, and eventually ownership of several training companies. Tim is often a keynote speaker at companies teaching the value of coaching and conversations in the workplace. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges specific to workplace performance. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee.

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