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Sales Tips From Jonathan London

5 Reasons You Should Do Sales Coaching

Posted on Mon, Aug 18, 2014

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Sales coaching by a coach who is an expert at selling, not coaching is the cure to many sales woes, and can make many more people successful. It is worth with the investment with a huge ROI. Imagine a $1,000 - $3,000 investment returning $1,000,000 in revenue and $250,000 profit. I personally have generated hundreds of millions of dollars in revenue and it never would have happened without my sales coach.*

I offer my advice and services (if you like) to you.

Most recently, I have been doing a lot of coaching with salespeople who should be better than they are. They usually share these characteristics:

-       they are smart

-       want to learn and get better

-       are attractive as people (men and woman)

-       are motivated to be successful for internal or external reasons

-       are not getting the kind of attention they need because:

* they work alone
* are in too large an organization
* work for a manager who cant give them the time they need
* are thrown into the lion’s cage and told to survive

So why aren’t they doing better:

  1. They can’t see the forest from the trees. They are confused and need some structure. I recently gave a woman I was coaching exact words and flow to use until she didn't need it anymore. She improved dramatically!!
  2. They are thrown into the room with the occasional raw meat, just like I was. And this is much more common. Sink or Swim. They are not alone when being coached
  3. Not given enough time to be successful. Too often I have seen people who could be really good if they were given a little more time but pressures avail. Now one of the traits to be successful is speed, but everyone is not as fast as others. Sales coaching accelerates the process.
  4. Most managers are just bad in this area.  They don't give their people enough attention due to time shortages or they don't know how. They may have no idea of their responsibility in developing people, so they don't. We can teach salespeople and managers.
  5. Wrong Job – even though they have all the attributes described, they just aren’t going to be good salespeople. There are lots of reasons this happens, and lots of way to prevent this but I don't really want to go into them. Think better hiring, use online assessment tools, hire for the job, not in your image, etc., etc. Coaching can help you make a decision if the person is or isnt suited for sales

So can a manager or oganization address all the areas mentioned in this blog. Of course, it is not difficult. But many don't and that is why you need a coach.

*A personal story. I remember my first training at Olivetti when they put me into a room with some manuals and every once in a while opened the door and threw in some raw meat to feed me. It wasn't that bad but it is an appropriate metaphor. My “mentor” would drive me around to client meetings and we would smoke Hawaiian buds (remember it was the 70’s). It wasn't until a person took me under his wing to give me some direction, and along with my immense latent talent J did I become a successful sales person and sales coach. 

Tell me what you think or reach out to me at JLondon@ipgtraining.com

 

Tags: sales management, Sales Effectiveness, Coaching, Coaching, Sales Productivity, sales management