As a sales manager, the ability to coach your reps is the most predictive element of your success. The type of environment surrounding these coaching sessions is the difference between their helpfulness and their uselessness.
The 3 most important qualities for a good sales coach are :
1. The ability to listen ;
2. The ability to keep from interfering ;
3. The ability to build positive relationships with their reps.
In many companies, I find sales managers don't role-play enough during coaching sessions with their reps.
One reason is that managers neglect the development of their salespeople and underinvest in the training of their sales force. On the other hand, managers are often poorly trained themselves and don't understand when and how to role-play. Above all, they don't understand its benefits.
In this article, I'll explain 4 situations where role-playing is particularly useful.
Coaching representatives should be of paramount importance to sales managers. As we’ve often stated in our articles, 50% of sales managers’ time should be allotted to this task.
To maximize every session spent with each salesperson, the sales manager must effectively plan, in advance, which topics to address as well as how to measure the coaching’s effectiveness.
What is sales coaching? In this guide you'll learn:
Sales coaching is an essential aspect of sales management. There are many ways to do it. The sales manager chooses the most appropriate approach based on the objective a salesperson wants to achieve.
A manager can coach in groups, as with sales co-development sessions or individually. It may take place before or after the representative meets the prospect, and should focus on a flaw or even a weakness of the representative’s sales DNA.
Weekly sales funnel reviews provide a control and visibility into a company's sales pipeline. These days, it’s extremely surprising to come across companies that have yet to adopt this indispensable practice!
In fact, ignoring pipeline reviews or not running them properly is a huge disadvantage, both for sales leaders and for business executives.
There are a few moments where sales managers can coach their salespeople: during weekly funnel reviews, during post-meeting briefing, or even during a team meeting.
Sales managers can also leverage group coaching and co-development sessions and to develop their sales force.
To work upstream, sales manager must implement pre-meeting coaching sessions.