The Progress Coaching Blog

    7 Sales Coaching Tips ... THAT WORK

    June 30, 2014 Posted by : Tim Hagen
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    1. Coaching is a process NOT a destination.  Don’t get hung up if you don’t see the progress you're looking for right away, keep trying. Sales will improve ... but not with simple demands of better results!
    2. Only target 1 - 2 performance areas at a time.  More than that is just too much for someone to handle and be successful at.
    3. Coaching is about being proactive, while management is about being reactive.  Keep an eye out for potential areas of need in your staff before they become too big an issue to tackle.
    4. A good coach encourages their team to develop and grow, a manager lets them maintain the status quo.  Always strive to be helping your team get better, even when they seem to be successful.  There is always room for improvement.
    5. Resist the “Let me show you” or “this is what I would do” urge.  Let the employee own the task or change needed.  You should help facilitate dialog that lets them come to the solution on their own.
    6. Ask questions as to what they know (knowledge), what they feel they can do (skills), and their level of confidence (behavioral). These questions will guide a sales manager as to what they need to coach to. A person who knows how to handle price objections but has a fear of negotiating is much different than a rep who has no idea of the steps to handling price objections, but we tend to send the same two people to the same class.
    7. Smile, walk fast, and carry yourself every second with a purpose as if "you know success is right around the corner." The more your people see you carry that energy they will follow. Often, the way we act provides them with reasons (excuses) for not trying!

    Hope this helps

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    About Author

    Tim Hagen
    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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