7 Tips For Developing A Sales Coaching Culture Of Sales Coaching

Most salespeople have not received a degree in sales. The profession is notorious for on the job training and sink-or-swim methodologies. Every business owner knows that the sales team has a massive impact on the company’s bottom line; so why are so many salespeople left to learn as they go with the hopes that a sales manager will take the time to teach them something along the way.

From custom tailored workshops to establishing formal training programs within your organization, there are so many ways to develop the skills of your sales team members. Once of the best places to start is to develop a culture of sales coaching in your company.

Create an Initiative

Developing a sales coaching culture doesn’t just magically happen. It’s a strategic decision that is made at the highest levels of the company, and it is introduced with enthusiasm. Everyone should understand the goals for the shift and how their role fits with the plan.

Establish A Unified Definition

Before you can expect the team members to effectively implement a change, they must all share a common definition of the expectations. From the top executives to the interns, each employee should be a part of the discussion.

Promote Asking Over Telling

In a true coaching environment, the coaches don’t tell others what to do. Instead, they help guide the person in uncovering the answers. They ask questions to fully understand the current situation and challenges, as opposed to simply stating how they used to do it.

Align Sales Actions with Sales Goals

While leaders are always encouraged to look at the big picture, focusing on sales goals and business outcomes doesn’t actually help develop sales skills. During coaching sessions, it is more productive help the salesperson see how his or her sales actions impact the sales goals. After all, the only things we can actually change are our actions.

Highlight Those Who Embody Best Practices

Everyone on the sales floor knows who the best sellers are. Many sales departments focus on those individuals, but in a coaching environment, it’s important to highlight the individuals who faithfully promote the company’s best practices. This allows for practical discussions on how to implement those best practices and why they are so valuable to the company.

Reward Those Who Engage

Coaching takes time and effort. There’s no way around that reality. Creating a rewards system for those who engage in coaching practices provides more tangible motivation for making the effort.

Supplement Coaching with Professional Training

Whether it’s training sessions to teach the sales managers how to be effective coaches or workshops that teach tangible sales skills, hiring a professional facilitator provides important reinforcement for your sales coaching environment.

What are the biggest challenges facing your sales teams? As a FocalPoint Certified Business Coach, Craig Korotko offers customizable training sessions and workshops designed to build stellar sales and management teams. Start the discussion today on how Craig can help you build the sales force you have always wanted.

For a free business review, contact Craig Korotko at ckorotko@focalpointcoaching.com.


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