As most coaches know, training reinforcement is the key to any salesperson’s success. It keeps learning sustainable, and it helps sales reps apply what they learned in the real world. There are a few sales techniques that managers can use when coaching:
- Peer to Peer
Have employees work together. This way, they can coach one another through each of their problems. If you pair two people together that have strengths where the other has weaknesses, you will begin to see both people improve, and your sales team’s performance will begin to rise.
- One-on-one
One-on-one coaching gives managers the opportunities to sit down with their individual team members and help them. You can provide them with exercises to complete and you can give them feedback. Training works best when the manager is there for reinforcement.
- Group Coaching
This technique allows the manager to put role-playing into place. While the activity may seem tedious, it does actually help inside salespeople improve in the real world. Have your team practice things such as confronting price objections or leaving voicemails.
Managers can use these three techniques when they want to reinforce learning, and it will help an average salesperson transform into a great salesperson. Use training reinforcement, and you will begin to see your sales progress.
