The concept of sales coaching is rather old. Yet it is now offered for all kinds of businesses where sales are involved. Whether you are in new or used car sales, real estate, financial or even insurance sales you can now benefit from sales coaching. Here are a few pointers you should keep in mind if you are looking to get a sales coach any time soon.
1. The Right Approach: There are two kinds of sales coaching and they are separated by the approach that the coach takes. The coach, who must be a proven coach, can either apply a development approach or a training approach. You are far more likely to benefit from a development approach than a training approach. Training will look to give you new skills, something you can try and do yourself. Development is something you could really use. This method seeks to strengthen your weaknesses and emphasize your strengths. Remember that it is your strengths and not your weaknesses that will benefit you.
2. Experience: Unless the coach has really been there and done that he or she cannot really benefit you. A sales coach with a solid sales background is what you need. Sales coaching using the knowledge gained from experience can be really beneficial to you and your business.
3. Strategies: Sometimes there are certain strategies missing from a company’s sales training program. In this case a good sales coach can enlighten you on these strategies. One good one is direct one-on-one sales. You could also experiment with intensive role-playing. Not everyone, however, is very receptive to this form of sales strategy.
4. Modeling: This is of both direct and indirect help to your sales process. For this you need to model the kind of performance your coach wants you to exhibit. Here is an example. I, for instance, believe that prospects need to be touched or contacted about 36 times a year. You should also use postcards and hand-written notes. I do these things myself, touching my prospects many times. My clients know all about this. They were my prospects after all.
5. Assessments: Sales coaching includes assessment of your general sales skills and abilities or be specific about certain areas. These assessments can help ascertain some base lines that are particular to your strengths. Many coaches can provide you with access to assessments that you may not have had access to like some nationally taken ones.
6. Knowledge and Expertise: While everybody can sell, only some can really make money out of selling. Your coach should be someone with a lot of know-how on sales, marketing, strategic planning and customer relations. Sales coaching is about transferring this knowledge.
7. Focus: This is one of the primary reasons to get a coach. A coach can help train you to focus when facing various challenges that sales can throw at you. You can learn from your coach through personal exchanges, the internet and email and lessons.
You can already see why hiring a proven sales coach is a good idea.