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Sales Coaching 101

Tue,Feb 12,2013 @ 03:26 PM

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Sales Coaching 101: Part 1


It’s Monday morning, a self-described (blank). The sun is shining, the birds are chirping and employees are coming back from a fun-filled weekend. The thought of work is enough to give someone the “case of the Monday’s” on a Sunday night. So what can you do as a manager to motivate your employees to come in and do more than just get the job done?

It’s simple: invest in others. Take the time to come up with creative and strategic ways to help employees get back on track when they return to the workplace. Implement activities throughout the day that encourage sales people, or customer service reps to actively engage in the task at hand that day. Investing in the welfare of your employees, and motivating them to do the high performing work they are capable of, should not just be a Monday-morning effort; instead, it should be a tactic that is frequently used.

If you invest time and effort into helping your employees succeed, you will eventually begin to see a change in the workplace atmosphere, and you will start to see your sales progress.


Sales Coaching 101: Part 2


               Now that your employees are motivated and ready to give it their all, managers need to take this opportunity to show their sales teams that they can, in fact, perform on a far greater level than what they believed possible.  All it takes to succeed, is a little brush up of skills. 

               For example, if one of your sales reps is starting to see their sales numbers drop, sit down with them one-on-one and try to find out where the problem is stemming from. Once you have targeted the issue, role-play, demonstrate, or assign an activity for the employee to complete so that they can practice a technique that will help them improve their skills.

               Practice, practice, practice. That is what managers should coach employees to do. If you can coach to build skills and emphasize strengths, you will begin to see your sales progress.

Free Coaching Presentation:

Listen to the audio presentation:  3 Easy Steps to Successful  Sales Coaching


Free Coaching Whitepaper:

Download White Paper:  Creating a Coaching Culture

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. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee.

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