Sales Performance Coaching
A sales manager’s job is to help individual sales reps and sales teams as a whole succeed. While many managers think that means jumping in to fix a mistake, the reality is that this type of leadership often slows the rep’s learning process and inhibits their problem-solving skills. That’s why every manager needs to be able to properly deliver sales performance coaching.
In sales performance, sales managers teach their team on a more individualized basis. They teach their sellers to solve their own problems rather than having to do it for them. Let’s take a look at some of the more common and effective sales coaching models: GROW, OSKAR, and CLEAR are the most effective sales coaching models.
GROW: goal, reality, options, will. GROW is meant to help sellers identify the goal, where they are now, and what it will take to close the gap.
OSKAR: scale, know-how, affirmation and action, and review. OSKAR is intended to help a team focus on solutions instead of problems or missed goals.
CLEAR: contracting, listening, exploring, action, and review. The purpose of CLEAR is to teach employees to work as a team and achieve group goals, as opposed to blindly complying with a manager’s demands.
There are a few sales coaching techniques that every sales manager needs to know. And, there are also many common aspects to good sales coaching techniques. These techniques include:
- Establishing a team
- Learning to collaborate.
- Asking questions to shape your decisions.
- Listening to feedback. and
- Communicate clearly.
- Set mutual goals.
Without these things, your sales coaching journey will end before it even begins.
Benefits of Sales Performance Coaching
When reps show promise in their sales positions, they are often rewarded with a promotion into a management or trainer position. While it’s essential to reward and acknowledge the growth of your employees, it’s equally important to equip them with all the skills they need for that new leadership position.
You can empower employees to succeed in their new managerial roles through a sales management training program. That’s because there are specific necessary skills that benefit those in a sales leadership position that are not required to be a successful salesperson. By bridging this gap, sales management training sets up your company and its leaders for success.
New and experienced sales reps alike need help from time to time, and without being able to ask for help, they lose the ability to learn. Additionally, teams without sales coaching fail to meet revenue and performance goals.
Not having to worry about these issues is just one of the many benefits of sales coaching. The good news is, If you step in and offer help from time to time, reps likely won’t feel so isolated. Sales mentoring and coaching is a great way to help reps learn how to problem solve and grow the skills they need to do their job well. Your sales team feels motivated to do better when they know you have their back. But don’t take our word for it. Take a look at these sales coaching statistics for proof.
48.2% of sales reps claim not to receive proper coaching, but 82.1% of their leaders claim to be providing it. Maybe this means that sales managers aren’t making it evident that they are trying to coach the sales representatives. Or, perhaps sales reps misunderstand and think that they’re merely having a conversation with their sales manager. But, when reps know they’re being coached, they integrate what they learn around 80% of the time. And, when they’re aware that they are being encouraged to change and grow, they dedicate themselves to doing so. It’s not that they are unwilling to learn; they just don’t realize anyone is trying to teach them.