Return On Intelligence is an
international research consultancy
dedicated to providing, customized
research solutions and experienced,
objective advice to optimize sales
results for businesses of all sizes.
We work with our customers
to help them improve through the
following sales
enablers.
Increase sales, increase profit,
develop sales strategies.
New and
innovative
sales strategies and tactics
that will improve sales productivity
through better sales planning
and provide leadership coaching
that will lead
to improved
skills for coaching sales teams.
A winning strategic and
tactical plan that will continue
contributing to
company growth
long after our engagement.
|
Coaching Sales
Ok so you have your sales group in place, you have put them through all of the new hire sales and product training and they are now out in the market doing their thing.
Finished with this project, not likely. Some of the team will leave the company looking for something more suitable, some will rise to the top of the performance ranking but most will fall somewhere in the just barely getting the job done category. Here the 80/20 rule will apply.
What every company needs is a sustainable recruitment and training process. A sure path to missing this year’s plan is being short staffed in the sales group.
Now take the remainder of the group and develop a coaching plan. This is not necessarily a training plan but a plan to sharpen, hone and develop the team into top performers, all of them.
So coaching sales, coaching sales and coaching sales should be the field sales managers most important role. You will never ever hit the revenue targets with only one or two great reps what you need to do is to have all of them great at the same time, so coaching sales is something you must learn and use every day on the job.
Coaching Sales 101:
You must have a plan, one that is sustainable and repeatable so as you build or buy the tools, document the process, the methodology and the responsibilities and title it Coaching sales.
Most experienced successful field sales managers will tell you that Coaching sales is a little bit of everything. What you have learned and can pass on, what others have learned, how top performers do it, Observing the habits of successful people and those that are not quite so. Various training programs that focus on the skills required. Time management, company procedures. Prospecting, sales process and so on.
Since each individual is different this will be a custom one on one program. It is suggested that at the same time there are team topical sales and product training sessions but the Coaching sales program should be one on one.
Step # 1
Assessment: Buy or build a skills assessment survey . You fill out one and get the rep to also do his own self assessment once you compare them you will have a great benchmark on what you have to work on.
Step # 2
Go slow, there will no doubt be many skills you have to work on this coaching sales program and you can’t do it all at once.
Step #3
Stack rank the skills. start with high reward first and then pick one that is a sure winner , because what you need at this early stage on the coaching sales program is some early success that will help you both with your commitment to the coaching sales program.
Step #4
Step up a schedule of coaching sales meetings. These should be not held during productive selling time. A half hour early morning, over lunch or after hours at the end of the day.
Step #5
Spend time with your rep during the working day, travel with the rep in the field, listen to them on the phone, review their proposals, get feedback from there peers, other managers they interact with . Get to know them, what they do, can do are willing to do and why.
Step#6
If you are not a subject matter expert on several of the topics or skills then sub contract this to someone else in the company. It is possible that some of the admin processes may be cumbersome and confusing causing your rep to waste a lot of time. Get someone from the admin team to spend time getting your rep up to speed. This is still coaching sales because it will make him or her more productive.
It is possible that one of your senior reps can help out. Get a buddy system going where they can help each other.
Step#7
Make your expectations clear up front. Ensure that the rep attends all meetings on time, prepared with pre meeting assignments completed. That they are prepared for this extra effort and understand the value of the rewards. And remember attitude is everything. If all of this is in order then your coaching sales effort should be successful. If not don’t bother move on to someone that wants to improve.
This activity is a full time task and on and daily basis you should be spending at least 50 % of your time at it. There are many more steps that you will discover as you go along, but you have to start somewhere. Why not now?
|
