The Benefits of Coaching a Sales Team
Everyone, no matter their experience or job level, is bound to need help eventually. Employees often feel pressured to do their jobs perfectly and without adequate support. This belief can lead to a feeling of intimidation or that it’s not OK to ask for help. But, if reps don’t know enough about their project and feel like asking for help is taboo, they can’t do their work well. The inability of the sales representatives to perform well leads to a drop in sales, costing you valuable time and resources.
How can I prevent sales loss?
The only way for your employees to improve and grow is by asking for help. This means that they might also need coaching about how to handle specific scenarios or challenges. Without asking for help, your sales reps will not learn the crucial skills they need to succeed. Producing poor work for tasks they don’t fully understand and feeling like nobody is there to guide them makes morale plummet. Low morale means lower work quality, and lesser work quality means worse income for you.
Doesn’t everyone coach?
Not all companies support sales coaching or make it a standard practice. Being the only manager attempting to get involved with the growth of a sales rep can even discourage them from trying.
A lack of confidence in the manager or a lack of trust from a rep makes sales coaching all the more difficult. In fact, when a manager tries to coach salespeople without believing they know enough, they will often put less effort than is really needed into coaching. Additionally, if your salespeople don’t trust the manager coaching them, or think the manager doesn’t have enough expertise, they won’t accept their advice.
What do managers need to make sales performance coaching work?
When a sales team member has a problem, it may seem easier for sales coaches to just do the job themselves. Instead, they should advise their reps while allowing them to remain in the driver’s seat. No one ever learns when a problem is solved for them. Coaching done properly includes helping the sales rep become independently more skilled.
Telling someone how to solve a problem won’t simply do the trick either. Instead of telling your rep the answer, ask them leading questions. Doing so encourages them to put the pieces together on their own and use the same thought processes when encountering a similar problem in the future.
It might seem desirable to get your coaching session over with as soon as possible, but sales reps will pick up on your lack of patience and start to feel like an inconvenience. This perception perpetuates the feeling of unwelcomeness we’re trying to eliminate. Sellers who feel like a burden don’t want to ask for help, but that reluctance will slow or even undermine your progress.
How can I help sales coaches succeed?
It’s crucial for those coaching to understand the nuance of coaching a sales team. There are many things about sales coaching a manager thinks they know, when the opposite may be true. Additionally, before sending your managers out to start coaching, you must make sure they understand how to do so in a constructive and nourishing manner.
Establish a company standard for sales coaching exercises that you expect them to use. There are quite a few examples out there, but a few come standard.
GROW, OSKAR, and CLEAR are sales coaching models from which you can pull inspiration for your sales coaching exercises.
- If teaching employees to work as a team to achieve mutual goals is your primary goal, CLEAR (contracting, listening, exploring, action, and review) is a great example to use.
- OSKAR (scale, know-how, affirmation and action, and review) is an ideal choice if you want your team to focus on solutions rather than problems and hindrances.
- Consider using GROW (goal, reality, options, will) if you envision teaching your sellers to identify the goal, how far away they are from achieving it, and how to close the gap.
What does good sales coaching look like?
It can be difficult to identify where reps need help the most. Sales call coaching is beneficial for managers as it helps them quickly pinpoint their salespeople’s problems. It allows them to view the situation objectively and plan out what steps are necessary to develop the skills their representatives are struggling with.
Role-playing sales scenarios helps everyone involved pinpoint any issues your employees may be facing. You can work through solutions in real-time, solving hypothetical situations in a lower-stress setting. The sales coach can begin by asking what the sales rep believes their problem areas to be.
Not only does this approach make them feel more respected, but it also provides you with insight into your team’s way of thinking. Ask them why they feel that way and what they think would help fix it. After working with them for a while and developing a trusting relationship, use the role-playing activity to gently point out the areas you think need improvement.
Be sure not to dominate the conversation. The point of sales coaching is to learn what your sales teams need so that you can help them excel. Asking the employee where they think they need to improve is an excellent place to start and provides incredible insight. Managers and employees should work together and help each other learn, rather than the manager taking the position that they know best.
Hone Skills and Deliver Coaching with Lessonly’s Sales Coaching Platform
No matter how good managers are at coaching, staying up-to-date on rep progress takes a lot of organization and intentionality. Without the sales training tools or help they need, it’s easy to start feeling worn and overwhelmed. And, struggling to stay motivated negatively impacts employee progress. The good news is that there are many different types of sales training programs and sales training software that can alleviate many of these challenges.
Luckily, Lessonly is here to help. Our sales training software empowers teams to onboard reps faster, improve selling skills, and deliver personalized and effective feedback. Without Lessonly, your company may lose the advantage over competitors, costing you time, resources, and revenue. But with Lessonly, reps can practice essential skills for first calls, demos, and negotiations which results in an increase in sales by 75%.
But, don’t just take it from us. Lessonly has earned a 4.7 out of five-star rating for our powerfully simple, game-changing, and intuitive software. Many businesses have called Lessonly “the perfect tool for remote teams.” And now, with our latest product launch, Lessonly Skills is the newest and greatest way to take your workforce to the next level.