More than 60% of sales representatives do not consider their manager to be a good coach. Yet, which salesperson hasn't sought to improve their performance? Developing motivation, improving lead generation techniques, achieving better conversion rates, increasing the number of appointments... Like great athletes, your salespeople deserve the best coaching because there's no secret: the best get coached!

How to motivate salespeople to be coached? What golden rules should you follow during coaching? How to gain buy-in during debriefing? Discover this KESTIO Webinar where our President, Fabien Comtet, discusses techniques to increase the impact of your sales coaching.

Sales Coaching: Definition

Sales coaching refers to the observation of a company's sales activities (through its sales representatives) according to defined objectives, followed by debriefs on the methods deployed.

The goal of the practice is to get salespeople to reflect on their practices. Sales coaching is a key factor in the performance of a sales team, considering that more than one in two salespeople feel they are not sufficiently trained, coached, and supported to achieve their goals.

The first key to sales coaching: you must build rapport.

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 do this, it is necessary to define a common objective for the coaching. If this alliance is not established, sales coaching will be seen more as an evaluation.

Second key to sales coaching: you will use the customer's truth

The best way to have objective data to use during your coaching is to note what the client says. The natural reaction would be to highlight what your coachee says... But this new approach allows you to give concrete examples and illustrate your coaching with a client-focused perspective!

Do you want to discover the other keys to successfully coaching your sales representatives? Watch the replay of our Webinar! Also, discover our blog article on how to define the right objectives for your sales representatives.
Do you want to move from reflection to practice? We have created a training dedicated to the posture and practices to adopt to become a coach manager. To learn more, click here.