All sales roles have individual requirements that vary widely, depending on the product, industry, and market needs. These differences are where sales coaching comes in and offer great help. Any business’ health relies heavily on its sales, so learning when and how to coach your team is one of the most vital things you can do as a manager or an exec. Sales teams with a good sales coaching program have better close rates. Consequently, they also generate more revenue.
The bad news is that coaching sales reps is something many sales managers find so challenging to master. It’s especially true these days where workforces are becoming increasingly remote. Do you experience the same problem in your company? If yes, then this article is for you. Here are four effective ways to boost profits through sales coaching:
- Sales coaching to define your organization’s sales process
Sales shouldn’t be a mysterious art for your reps. That’s why you have to ensure that your sales team understands your company’s sales methodology. Doing so can make closing more achievable for them. They also become better at hitting their targets. With everyone on your team knowing what to do to close more sales, some experts say most businesses will see an 8.3% improvement in your quota attainment.
Focus your coaching program on the different components of the sales methodology, which include:
- setting up a meeting,
- product presentation,
- handling objections,
- proposal submission, and
One way to conduct sales process training is to organize an in-house sales bootcamps. Of course, you can also enroll your reps on bootcamps by conducted by third parties. These programs help your reps learn practical sales methodologies such as prospecting and overcoming objections. Learn more about sales bootcamps here:
However, many companies still don’t have a coaching process in place. It’s not surprising since 11% of business organizations actually operate without a sales methodology. As expected, businesses without a sales training program obtain a 15.4% lower win rate than companies that do.
- Sales coaching to encourage self-evaluation
If you haven’t been conducting regular coaching sessions, figuring out the weaknesses of your sales team can be challenging. It’s also true if it’s your first time implementing sales coaching in your company.
Fortunately, sales coaching tools are already available on the market. These systems track, record, and catalog every action by your sales team members. The data that these tools capture should show how each rep is performing.
Some of the best sales coaching tools you can use are:
- SalesHood, and
Use a sales coaching tool to pull up a few stats that can help pinpoint a team member that needs help. You can also use the data from the system to identify where in your rep’s overall performance coaching is needed the most. The next step is to let the struggling team member know about the challenges they’re currently experiencing. After that, as the mentor, you suggest ways to address those obstacles.
Promoting self-awareness among your team members is one of the best things you can do in your sales coaching program. It can encourage sales reps to self-evaluate and set their own goals. When they improve, as a result, this should lead to more consistent sales numbers.
- Sales coaching to build customer service skills
Successful sales leaders strive to keep their existing customers happy. That’s because they know that their clients are the prospects most likely to buy from them. Add the fact that retaining an existing customer is more affordable than acquiring a new one.
So how can you build your sales team’s people skills? Incorporating customer service training into your sales coaching program is the answer. That way, you can train your reps how to provide the best customer experience possible.
Coaching can help your reps learn how to be good ambassadors of your brand. Indeed, they haven’t always been on the customer service front lines. However, with sales coaching that focuses on people skills, reps can better identify customer concerns. They’ll also become better at offering solutions to problems using your products. It only means one thing—more sales for your business.
- Sales coaching to teach time management
If you want to maximize your employees’ influence on your business, you have to teach them how to manage their time effectively. Effective time management means that they’re spending more time on things that really matter and less on those that don’t impact your bottom line that much.
Seeing where you’re wasting time isn’t always easy, though. It’s especially challenging for your marketing and sales teams. As a sales coach, you have to spot ways your employees could accomplish tasks that aren’t sales related with the least possible time spent. By doing so, you’re giving them the chance to focus more on selling and closing deals for your business.
To boost profits through sales coaching, you have to focus on helping your employees to overcome their weaknesses. Many sales teams struggle because some members don’t clearly understand the company’s sales process. They also lack customer service skills and don’t know how to do manage their time right. Find and bring solutions to these problems through daily interaction with your reps, ongoing training, and regular feedback.