![]() If veteran salespeople are training their less experienced peers, everyone benefits. As a team becomes more successful, mood improves, as does healthy competition. Everyone wants to be a part of a winning team. Could you imagine your team becoming nearly 30% more effective after systematic sales coaching? reports that companies with a dynamic coaching program achieve 28% higher win rates. As each individual rep becomes a better salesperson, the business as a whole becomes more successful. Some of the benefits of sales coaching include: ONE MORE REP THE ASCENT TRIALCoaching turns new “green” reps into veterans exceedingly faster than learning on their own through trial and error. If you’re not sure about the benefits of proper sales coaching, you just have to compare a team of new sales reps versus a team of veteran reps. Sales training can teach fundamentals to a group of listeners, but sales coaching focuses on an individual using a hands-on approach and live scenarios. It is helping them to learn rather than teaching them.” - Timothy Gallwey, author of The Inner Game. “Coaching is unlocking a person’s potential to maximize their own performance. On the other hand, a sports coach is going onto the field with you and will guide you while you are actually performing or practicing to ensure you win. ![]() The teacher will tell you everything you need to know to pass an exam, but in the end, you probably aren’t going to grow as a person for having learned it. To give an analogy, it might help to imagine the difference between a school teacher and a sports coach. ![]() Sales coaching is often confused with “sales training” or “teaching.” Here at Altus, we believe coaching is on another plane altogether. Good sales coaching techniques will help reps to identify their strengths and weaknesses, improve their sales tactics, feel more confident, and ultimately close more deals. This is done through a one-on-one process with an experienced sales leader or top performer. ONE MORE REP THE ASCENT PROIn its most basic form, sales coaching is the process of mentoring and developing a sales rep to the point where they become an effective sales pro who can command a sales call and exceeds quota. ONE MORE REP THE ASCENT HOW TOIn this article, I will outline what sales coaching is, the benefits thereof, and how to do it effectively. I’ve played a hand in training countless reps under me and helped them to grow as salespeople. Over the course of a 30-year career in sales, I’ve experienced first-hand both great and abysmal coaching tactics. Effective sales coaching is an elusive tool with far-reaching benefits, if you know how to do it. While some sales reps are born naturals, the majority need a great deal of help to unleash their true potential. the classic and passive act of hiring an outside sales trainer.) One of the most effective and often ignored tools for success and optimizing the team is sales coaching or mentoring (vs. ![]() Unfortunately, there seems to be no clear-cut path to success that works for every sales team. ![]() Optimizing your sales team is an endeavor with constantly moving goalposts. Notice: Undefined variable: author_id in /home2/asquare/public_html/wp-content/themes/altusalliance/single.php on line 33 ![]()
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