Sales coaching, also referred to as 1-on-1 coaching, is a program that takes the form of a 1-on-1 meeting between a salesperson and a knowledgeable outsider who assists the salesperson in their day-to-day processes. Sales coaches can facilitate through both individual as well as team coaching sessions. They offer feedback, provide guidance on how to overcome challenges, and help build skillsets.
The key benefits of this type of coaching are:
Coaching is often less expensive than training – It is one of the most economical ways to achieve rapid improvement for a specific problem or skill without incurring the expense of re-staffing or training an employee from scratch.
Coaching will give you a return on investment (ROI) – Coaching improves sales performance and generates a faster return on your investment.
The success of coaching is measured by the experiences and results of one-on-one interactions between coaches and their clients. Both parties should receive tangible value from the process, such as improved skills and habits, or behaviors that increase performance or productivity.
Now that the benefits of 1-on-1 coaching have been made clear, let us look at some tips for better coaching sessions:
Getting More From 1-on-1 Sales Coaching Sessions
Utilize 30/30 Vision – The core idea behind the 30/30 vision is to re-wire the brain to look at challenges as opportunities. The theory is that there are no enemies, only opponents (those things that stand between you and your goals). By looking at each challenge as an opportunity to improve, salespeople will find it easier to stay motivated through the process.
Focus on results – Coaches should help salespeople track their progress and identify their strengths. A coach can also encourage team members to share best practices with each other, or create a culture of mutual respect where individuals are open to receiving feedback.
Create an environment for success – Asking the right questions will allow both parties to understand what behaviors need to be changed, replaced, or created in order for them to achieve their desired results. By working on specific, measurable goals, it is easier for both parties to set benchmarks and track progress.
Establish accountability – Accountability can be achieved through timely communication. It also helps if the interests of both parties are aligned in achieving the same goal(s). This can be done by determining what tactics or behaviors are required for achieving the desired outcome.
Recognize the problem – Recognizing that there is a problem will allow both parties to begin exploring solutions. It helps if you can clearly communicate what you need help with, as well as provide an idea of what success looks like. Whether this is done through email or during your coaching session, it is best to provide as much information as possible.
Accept responsibility – Take responsibility for your goals, recognize the role you have played in reaching them, and focus on what you can do today to improve your chances of success moving forward.
Good sales coaching will help you overcome common sales challenges so that you can stand out from other salespeople and produce healthy revenue. This is why it is important for both parties to understand the role they play, and how each can contribute to achieving their goals.
With that in mind, go forth and be productive!