The key to coaching sales people is to ask really good questions and build perspective and avoid making assumptions!
The Progress Coaching Blog
Why Do We REALLY Need to Coach?
ASTD estimates that U.S. organizations spent $1,182 per learner on employee learning and development in 2011. Of this total direct learning expenditure, 56 percent ($87.5 billion) was spent internally.₂ A company will spend the money to train their employees with the expectation that they gain the knowledge and skills to be productive. Assuming employees are productive as a result of training,..
Developing a Good Attitude
COACHING ATTITUDE DEVELOPMENT
Attitude is a choice and no matter how hard you try, you will never be able to control another person’s attitude. You can, however, impact another individual’s attitude. Often we only address problematic attitudes or wait tointerject when an attitude goes from bad to worse, but rarely do we address a positive attitude. Invest in the good things, and reward positive..
Team Development Strategy
There are THOUSANDS of books out there on selling and customer service skills, use them as a part of your coaching or training initiatives for access to great and inexpensive information. Have your team read 1 book every two weeks, and require them to apply one new thing they learned from the book everyday. This one new thing could be a specific skill or technique, or even just a new attitude or..
Create Your Own Sales Handbook
We often speak about utilizing group discussions and best practices as a part of your employee coaching program, to help improve your sales team. Now we propose you to take it one step further, and actually document these best practices, to create the greatest sales handbook your team could ask for. You can read hundreds of books and articles about selling, but who better to learn sales tips..
Improve Your Selling Technique
3 WAY TO IMPROVE YOUR SELLING TECHNIQUE
Craft Practice- Make a commitment to improving performance through practicing his or her technique. Role-playing is a great activity to simulate interactions with customers and practice difficult or challenging scenarios based on employee needs.
Needs Based Selling Expertise- Sales professionals must have the ability to uncover customer needs and..