Over 60% of salespeople do not consider their manager to be a good coach. And yet, what salesperson hasn't tried to improve his or her performance? Developing motivation, improving interest generation techniques, improving conversion rates, increasing the number of RDVs... Like great athletes, your sales reps deserve the best coaching, because there's no secret: the best get coached!
How do you get salespeople to want to be coached? What are the golden rules to follow during coaching? How to get buy-in during debriefing? Discover this Kestio Webinar where our President Fabien Comtet talks about techniques to increase the impact of your sales coaching.
Sales coaching: Definition
Sales coaching refers to theobservation of a company'ssales activities (through its sales people) in line with defined objectives, followed by debriefings on the methods deployed.
The aim of the practice is to help salespeople take a step back from their practices. Sales coaching is a key factor in the performance of a sales team, given that more than half of all salespeople consider themselves to be insufficiently trained, coached and supported to achieve their objectives.
The first key to sales coaching: creating an alliance
You can't coach someone who doesn't want to be coached! Your coaching must therefore be based on an alliance between you and your team. To achieve this, you need to define a common objective for the coaching. If this alliance is not established, sales coaching will be experienced more as an evaluation.
Second key to sales coaching: thou shalt use the customer's truth
The best way to get objective data to use in your coaching is to note what the client says. But this new approach allows you to give concrete examples and illustrate your coaching with a "customer" perspective!
Would you like to discover the other keys to successful sales coaching? Watch the replay of our Webinar ! Also check out our blog post on how to set the right objectives for your sales people.
Want to move from thinking to doing? We've created a training course dedicated to the posture and practices you need to adopt to become a manager coach. To find out more, click here.
