A sales coaching expert is someone who helps salespeople and leaders grow in their career. They also help people perfect various aspects of their craft to be the best they can be. In most cases, company owners feel that this is also a manager’s job, which is why they think hiring a coach is a waste of money. However, managers are supposed to supply their team with the basic tools necessary to sell, such as product knowledge, training on political and internal workings of the business, and more.
After that, the sales coach steps in to help salespeople apply the tools in the best way for them. They focus on strengths, personality, and weaknesses to do that, but they also try to help salespeople improve on their weaknesses.
Fresh Perspective
Managers, leaders, supervisors, and CEOs are all invested in the company fully, which means they are slightly biased. They may believe that everything is well-oiled and running smoothly when it could be better. In fact, it almost always could be better, and you may not be able to see that because you’re too close to the situation.
A coach isn’t biased; they go into the situation knowing that some things are going to change and they help you understand why. They also focus on the subtle issues that could turn into severe problems because they have the time and know-how to do that.
More Time
A manager is there to set the quotas for the month, build an appropriate sales plan, assign training, mentor the sales team, analyze data, and hire/fire people as needed.
They usually track performance metrics, fine-tune pricing and forecast for the next month/year. With all that, they don’t have time to actually train or coach their team, but they still need their salespeople to be the best.
The Sales Coaching Institute’s sales coaching programs will help your sales staff increase top line revenue while lowering costs and increasing margins. Get in touch with them for a Sales Coaching expert.
