To achieve your sales targets, it's imperative to effectively train the sales reps so they become more productive. Sales coaching can highly improve their skills as they become better salespeople. They can help generate more revenue for the company and help achieve business objectives.
While sales experience is essential, it's equally important to train the sales managers to maximize sales productivity. Effective sales coaching coupled with good training and management can help skyrocket sales and build a stronger sales team.
The Importance of Sales Coaching
It's not enough to monitor your sales reps' progress and give out occasional feedback. Sales managers need to be able to bring out the best in your team. They should provide each team member with the exact help they need. And this varies, depending on what the sales agent needs.
Some of the sales agents (especially the highly experienced ones) may need more training in other areas while the first-time salespeople will need all the help they can get. If the sales managers don't have the right skills (or the motivation to coach), it would be difficult to fully maximize the sales agent's potential.
Sales managers must know how to coach sales reps. They should fully understand the sales process — from prospecting to nurturing leads and then effectively closing the sale. It's not enough for managers to just manage a team; they should be able to provide more training such as overcoming objections and how to convert cold leads into warm leads.
Effective Sales Coaching is Just as Important as Managing a Sales Team
Sales managers are in charge of communicating sales goals to their teams. They discuss the importance of maximizing productivity to generate more income for the company. However, some of them may fail to actually address the more important issue: how to close a sale.
This is where sales coaching comes in. Apart from management training, it would be integral for the sales managers to also undergo sales coaching.
Some sales reps may excel in building rapport with customers or can present a product or service really well but struggle with closing the sale. With sales coaching, the manager can recommend or provide examples on how to close a sale and handle objections.
They will be more than just someone skilled in managing a team, but also a manager that can motivate and bring out the best in your salespeople.
Utilize Sales Tools for Better Productivity
You can achieve better results when you leverage reporting and sales tools. Utilizing CRM or sales management software can help in tracking and providing useful data. The key is in identifying the metrics or the indicators to look and access to get accurate information.
With a data-driven report, sales managers would be able to identify or clearly point out specific areas that sales representatives need coaching on.
3 Ways to Get Started With Sales Coaching
Effective sales coaching can improve productivity and help you achieve sales targets. To achieve this, you need to make sure that the sales managers are better equipped with skills and knowledge that they can impart to their sales reps.
1. Provide Formal Training
With the right tools and training, your sales managers can become better coaches. Consider hiring professional sales coaches to help you train the sales managers. With proper training, your sales managers would know the different techniques in closing the sale.
Make sure that these sales coaches also provide constructive feedback to the sales managers. They should be able to identify areas where the managers excel and things they needed to work on. Regular training and feedback can also help.
You can meet with your sales managers once a month to discuss their progress and challenges in managing their team. This way you would know if the sales managers are also improving.
2. Develop a Sales Coaching Framework
Keep in mind that there is no one-size-fits-all solution to this as every organization is different. Some businesses may need to do hard selling to generate revenue while others work best with consultative selling.
By discussing what the organization needs and communicating the sales targets to the managers, they should be able to develop their own sales coaching framework especially after formal training by professional coaches.
It's crucial that managers have enough industry knowledge and coaching skills to train the sales reps. They should be provided with the right tools for proper tracking reporting. Most importantly, they must have the right attitude to perform better. Being highly motivated can do wonders.
3. Give Out Incentives
Rewards and incentives can highly motivate sales reps and managers. It's a good way to engage each team and participate in friendly competition.
Clearly identify the metrics that you are tracking and encourage them to exceed sales performance. Provide good incentives for the sales reps to perform even better.
You can also reward specific achievements of each sales rep and sales manager. Telling them that they are doing a good job can boost their self-esteem and will encourage them to do well.
All Sales Managers Need Constant Improvement
Given the range of the role of sales managers, it's not possible for them to know everything. They can't possibly know how to coach each of the sales rep. This is why they also need regular sales coaching from professional sales coaches. In addition, they need to also be constantly monitored to ensure that they are doing their job well.
They can become better managers if they are provided with the tools they need to improve. Make sure that you are able to also help out your sales managers so they are better equipped with the skills and knowledge needed to hone every salesperson on your team.