After a few weeks in his new role as Sales Manager, Eric has a number Coaching sessions scheduled. He already benefited greatly from the coaching he received earlier in his career. In fact, the reason for him being promoted so soon by his new employer is precisely because of the excellent coaching  which helped him develop his skills so quickly in a previous job. He has very high expectations for the one-to-one session with his manager, and is therefore preparing for it very carefully.

He explains his objectives and challenges in his first Wednesday afternoon session. His manager appears to show commitment, listening attentively and asking a couple of guiding, closed questions. When Eric then explains a difficult situation that developed within the team, his manager starts to offer some coaching advice: “You’re going to have to tackle it like this: …

This sets of alarm bells for Eric: that’s not coaching!

What is coaching?

Many managers are still convinced that coaching is the same thing as listening, asking a few questions, and then providing unilateral advice. But that’s not coaching …

So what is coaching?

Coaching enables your team to create new possibilities themselves.
And the person being coached is always the focus here.

The coach’s mindset

As a coach, you enable your team to come up with their own creative solutions by approaching the discussion with the following attitude:

  • Asking meaningful questions
  • Active listening
  • Offering constructive ‘feed-forward’

Read more about the COACHING SALES PEOPLE open training, see if the next session fits into your schedule, and book your seat straight away:

COACHING SALES PEOPLE open training

Click here if you are looking to set up a Sales Academy in your company

 


Even before most customers go to a supplier, they have gathered information and seek an answer to specific questions. A traditional salesman who displays his excellent product knowledge in his sales pitch and who has mastered the conventional negotiating techniques does not meet his quotas anymore. An exceptional salesman, on the other hand, knows in which buying phase the customer contact has arrived, understands the situation and is able to give advice. It takes three things to turn any salesman into an exceptional salesman: content, technology and a continuous learning process.

Content

To illustrate his words and continuously learn about the product range and its possibilities, the salesperson needs the right content, sufficiently flexible to be combined and supplemented at his own discretion. The content is created in a dynamic process so that other salespeople always have the most recent knowledge and documents at their disposal as well. Content creation becomes one of your principal sales support processes so that your salespeople constantly improve their knowledge and adapt to any customer situation.

Technology

Your seller needs software not just to be able to show the content in the right manner, but also to be able to consult the most recent information on the customer in advance. CRM should be more than an automated filing cabinet or tedious administrative work. It should support the seller in doing the right thing at the right moment with the right contact. Sellers should use the tools willingly and constantly so as to store and share knowledge as well as to review their own actions. This brings us to the third aspect of our topic.

Continuous learning

The learning process of each seller should also become part of the corporate culture. Your sales team needs permanent training and coaching. Everyone considers it normal that the best athletes have to train and are coached on a daily basis. This is also necessary for sellers whose environment changes continuously. Their own products develop, the market changes, the customers evolve and the competitors are not sitting back and doing nothing. A seller who acts as a talking catalogue is not much use in this context. To be a good adviser, they need to be able to count on your support. Training and particularly coaching are more important than ever. Empathy and commitment to the customer are capacities which require lifelong learning.

These three elements ensure better and deeper relations with customers and will make sales talks more relevant than ever for the customer.