Sales Coaching Tip –

What’s Your Focus?

Sales coaching is a process of helping your team members sell better. Yet sometimes sales managers are so focused on their team targets it causes them to miss that coaching is also a process that is customized to each individual.

Even though your overall focus is to increase your team members’ sales, your individual focus with them will vary. For example, some team members you may be focusing on what they can do to improve their call quality, some on their calls per hour and yet others on their quote ratio. And even with this variety, keep the focus of your coaching, not on the numbers, but on each team member and what they are learning. The increase in the numbers will be a by-product of your focus on what each of your team members is learning.

It’s a subtle difference but an important one.

If you only focus on the numbers and not on each team members’ learning, you are functioning in a void. From your team members’ perspective, it will feel like all you are interested in is the numbers and that they are a pawn in the game. This isn’t motivating for the most well-intentioned of individuals.

Yet when you focus on the individual and let the numbers be the by-product of your coaching, team members will feel more motivated as it will feel like you have their best interests in mind.

Who on your team are you more focused on their numbers rather than on them and their learning?

What you do to be more focused on them and their learning?

What specifically are you going to do today or tomorrow to focus more on them and their learning?

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