Sales Coaching Tip – Becoming a Better Sales Coach

Sales Coaching Tip – Becoming a Better Sales Coach

As sales coaches, we often are so focused on our salespeople’s performance and their improvement that sometimes we lose sight that we too could do with some performance improvement.

The first step in any improvement process is awareness of what you are doing currently. To do this, review this list and rank how frequently you do these with your salespeople:

Do the majority of the talking

Never Rarely Sometimes Always

Provide answers/solutions

Never Rarely Sometimes Always

Finish their sentences

Never Rarely Sometimes Always

Give your opinion before they share theirs

Never Rarely Sometimes Always

Tell them what to do

Never Rarely Sometimes Always

Judge their behavior as good or bad (rather than part of a learning process)

Never Rarely Sometimes Always

Rush a sales coaching session

Never Rarely Sometimes Always

Cancel sales coaching sessions

Never Rarely Sometimes Always

Summarize their ideas for them

Never Rarely Sometimes Always

Not demonstrate you are listening to them

Never Rarely Sometimes Always

Not make time for sales coaching

Never Rarely Sometimes Always

Take a look over your answers. Any insights about your awareness of what you are doing that might be getting in your salespeople’s way? Any area of your sales coaching you want to improve?

Reflect on what you are doing that might be getting in the way and commit to improving one area of your sakes coaching for this week. Don’t try to do three things in one week. Focus on one at a time and ask for feedback from your team specific to what you are working on. Include your salespeople in your improvement process. If they are like most, they will appreciate your commitment to getting better and their participation in the process.

What are you going work on improving this week?

What are you going to share with your salespeople to engage them in providing you with valuable feedback about how you are doing?

How will you know that you have succeeded?

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