coaching

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Training for Coaches

Sales coaching is the process of improving a sales professional's skills and performance through consistent feedback and involvement. Although traditionally, the goal of sales coaching is simply to focus on sales tactics in order to generate higher numbers and more revenue, coaching that addresses the sales professional more holistically can ultimately affect the topline more than a narrow focus on tactics.

What Is Coaching?

A sales coach uses data to monitor individual rep performance to identify areas for improvement and reinforce behaviors that lead to success. They also develop coaching initiatives that build confidence in reps by providing them with the tools and skills they need to succeed.

Makes for better and more consistent results

Every organization hopes that its sales leaders will be as effective as they possibly can be. A strong sales coaching program, however, doesn't just drive the bottom line. Good coaching takes a thoughtful approach to understand why the results may not be where they should be, and implements a holistic strategy to change the underlying dynamics and mindsets that get in the way of achievement.

Improves skills & behaviors

Sales coaching provides a forum where representatives can practice new behaviors and improve their skill-sets. It helps reinforce a culture of learning and improvement. Coaching isn’t just effective for the individual. It can help pinpoint growth opportunities for the entire sales organization.

More fully utilizes resources

Sales coaching helps reps understand and use the tools at their disposal. It teaches them how to make the best use of sales enablement tools. These tools help to organize and create content specially developed to support the sales team.

Change your mindset

If your organization is currently struggling with how to effectively coach your sales team, you might need to change your mindset. Sales coaching isn't just about closing deals. When you make your team feel like they're just cash cows, they'll start to interpret every coaching conversation in light of the bottom line — which negatively impacts both team and customer experience.

Developing a coaching culture will help them feel comfortable — and maybe even eager — for feedback and development.