Sales Coaching
The Most Valuable Sales Skill - Experience
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How can we turn your sales reps into all-stars
What does a sales coach do?
Sales coach monitors 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 giving them the tools and skills they need to succeed.
What are the top sales coaching tips for managers? For results-oriented sales coaching, use these 10 tips for managers. Build strong teams, keep them engaged and help them sell with confidence.
Is sales coaching a science or an art?
Sales coaching is both an art and a science. It is one of – if not the – most important part of sales management. Do it well and your team’s results will speak for you. So start incorporating different sales coaching techniques, tools and tips to help your team close more deals, increase revenue, exceed quotas and grow better.
Training Sales Teams Marketplace
LGA2Z's Training Program Analysis
Why is there a lack of formal sales coaching processes? The missed benefit is staggering. When you compare process levels to key operational metrics, there is a clear pattern. Those with the highest level of sales coaching formality are far more successful than their peers.
It is difficult. People are complex beings, and changing their behavior, developing their expertise, and overcoming inertia takes skill, process, and commitment. In contrast, issuing instructions and requiring compliance is relatively easy. But the results are short-lived.
After careful analysis of the market for capable sales programs, we found that the upper limit for a week long training seminar can be upwards of $8k. We don’t need businesses spending more on training than their customer acquisition costs. That is why LGA2Z will help provide the training for a fraction of the cost and also share how we can lower the CAC and drive more pipeline and close more deals.
Our Approach to Sales Coaching
There are four levels we use to assess sales coaching maturity:
- Random
- Informal
- Formal
- Dynamic
A random approach means that the coaching is left up to each individual manager.
An informal maturity level means that managers are exposed to coaching approaches and processes (often an initial coaching class) but are not expected to support them.
When training is accompanied by tools, reinforcement, and accountability, then the sales coaching process is considered formal.
As our team researched the most effective way to train sales teams, and through personal experience, we found that more than 60% of the 900 sales organizations recently surveyed by Korn Ferry research still use haphazard or informal sales coaching processes.
This is why we decided to create our own sales training programs. These programs that we will build for your team utilize a dynamic approach to training
In our experience, this is the most sophisticated approach. Where coaching is not only formal, but is also integrated into a broader enabling framework, linked to salesperson training, capability building and key initiatives. Bringing your team up to a high level of understanding in todays evolving sales world.
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