Go To Www.Trust.Salesforce.Com And Then Answer The Following Questions Infield Sales Coaching – The Way of the Future for Sales Managers

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Infield Sales Coaching – The Way of the Future for Sales Managers

Infield sales coaching is the term used to describe when a sales manager coaches a sales person in their sales territory. This can be a geographic or market segmented sales territory. Sales coaching is an ongoing process and not an event. The process is designed to achieve one goal and that is to help every salesperson in the salesforce to reach their full potential. By providing challenges, motivating and guiding them in continuous professional growth, sales performance can be improved in a sustainable way.

Attributes of good sales coaches

Sales coaches work with their salespeople in the area of ​​strategy, targets, expected results and potential sales call obstacles. Often the missing link is how to achieve this. Sales coaches also ask for feedback to make sure their salespeople understand. If the salesperson does not understand it is up to the sales coach to show them.

Great sales coaches use the following tools:

  • Standardized formal sales process to create a common understanding
  • Active listening and questioning skills so they can simulate a sales situation
  • The ability to close and allow the salesperson to lead the sales call even if they fail
  • The ability to role-play the part of the salesperson in the sales call
  • The ability to expose and question everything they hear
  • The ability to stay in the moment and not get emotionally involved
  • They don’t need to ask for permission to say, ask or do whatever it takes to get the salesperson to the next level of competence.
  • Be patient so they can take small steps to clarify a situation
  • Their hands on experience
  • Their wisdom is based on years of experience
  • Their sense of humor by keeping it light
  • The respect of their vendors
  • Trusting their vendors
  • Their relationship with their vendors

Adapted from Understanding Salesforce by Dave Kurlan

What should you focus on when training your salespeople?

Focus on three areas:

  • Sales strategy

It has to do with customers and potential customers, choosing the right products or services and prices

  • Facts

This includes ratios and percentages such as sales call to order ratio and sales margin. When this information is linked to the sales process the facts can provide an indication of future activity and sales results.

  • Sales conduct

Notice what your salesperson does before, during and after the sales call. Do they understand what they are doing, do they follow the sales process, do they apply the skills correctly and can they self-correct? If not, what skill gaps are there? What do you need to show and demonstrate?

Sales coaching styles

Every sales manager has a sales coaching style. Do you know what yours is? Do you know why you are a great sales coach to some of your salespeople and you struggle with others?

Your salespeople want to know how you can help them succeed.

By developing your teaching style and ability as a sales coach your salespeople will want to learn and work with you. Your work can also be more enjoyable. You will find that they want to follow your example and grow professionally.

How to spend your time to maximize results

Within a salesforce there are 3 categories of salespeople that determine where you spend most of your time to maximize sales performance:

1. The category of concern

These are always low sales performers. Unfortunately most sales managers spend a lot of their time working with these salespeople trying to improve sales. These salespeople tend to rely heavily on the support of their sales manager so that time is consumed in additional coaching sessions and often providing answers to problems.

Action –If you have this category of salesperson then you need to cut down on the amount of time you give them. Start by asking them what they think the answer to a problem is rather than you giving it. Reduce your infield sales coaching time and replace it with a phone call. Set a realistic sales target and time frame. If the sales target is not met you need to take action. Could the salesperson be better suited to another role in the company?

2. The top performer category

It is common for these salespeople to feel neglected because they receive little or no sales coaching from their sales managers. This affects their attitude and results in them being difficult to manage. They usually sell the combined efforts of the average players in their salesforce so that sales managers think they don’t need further development. Some sales managers with less sales ability avoid their top performers for fear of being shown

Action –Look for top performers’ input about the number of sessions and the goals. They usually require little skill refinement that greatly improves their sales performance and motivation. If they qualify for Level 6 – Professional status they prefer to develop sales coaching skills and pass on their skills to other salespeople.

Introduce them to sales coaching over a period of time by allowing them to take on more responsibility as well as continue to manage their sales territory. This will give you time to evaluate their performance as well as the performance of the salespeople they coach. Top performers also have the opportunity to see if sales coaching is a career they want to pursue full-time.

3. The average category

The majority of salespeople are in the average to high average range in terms of their sales ability and sales results. This category is ideal for top performers to start developing their infield sales coaching skills. There is usually at least one salesperson in this category who has the potential to be a top performer.

Action –Schedule regular sales coaching sessions for this large category and identify salespeople who have achieved Level 4 or 5 Sales Competency. Evaluate their talents and strengths and outline a rapid sales development plan because they will give you the greatest one-time increase in sales. It will also motivate more junior salespeople to work harder and achieve higher levels of sales ability.

Consistently improving sales performance is no easy task. By teaching and leading by example in their world is your greatest opportunity to really get to know them. This in turn helps you increase the sales ability, motivation and sales results of your salespeople.

If you would like more information on this topic or have any sales performance issues you would like to discuss please contact Kurt Newman directly on 0412 252 236. Alternatively email [email protected]

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