Telemarketing Software Featured Article

Sales Coaching: Do You Have What it Takes?

March 15, 2017
By Stefania Viscusi - Assignment Desk, Content Management

Every great team – regardless if you’re talking about business, sports other areas in life – is most successful with great leadership. While the role of leaders in any group can vary – those with managers and superiors who are patient and supporting will always foster a better outcome than those who care little about the good of the team or taking the time nurture those working below them.

In the business world, and especially in sales, having effective managers on staff that practice proper coaching and training techniques is vital.

Only by helping to change and mold the behaviors of staff can businesses make success a reality. Maximizing sales performance means analyzing data, watching for behaviors and helping staff to achieve better results.

Think about the agent who’s getting on the phone with potential leads but doesn’t know your product or service quite well enough to speak confidently about its benefits. There is a window of opportunity for betterment there that, without proper training and positive reinforcement, may just remain a missed opportunity.

Instead, giving reps some training over the span of their career with the company will help strengthen their skills so they are better prepared to tackle challenges and, ultimately, sell more.

According to a recent VanillaSoft blog, even just three hours a month of coaching can help boost revenues and increase close rates.  For this reason, it’s worth paying attention to how sales coaching is being handled at your company.

First things first, everyone should have clear goals and expectations outlined. Working towards goals and exceeding expectations is best done with clear and tangible goals set.

But you can’t just spit out commands and have a goal check list for your reps. You have to show you genuinely care about them and about the good of the whole team. Only in an environment where employees feel wanted and appreciated can success really grow.

Patience and consistency are also key. While laying out changes and necessary actions are helpful, you’ll need to give reps time to work on bettering their skills and show improvement. The worst thing you can do is have a ‘set it and forget it’ approach with coaching. Whether you carve out dedicated chunks of time, or work one on one with agents to help improve their skills, you’ll have to remain focused on the task. Nothing kills morale more than a list of impossible expectations and managers who show no care in assisting with achieving these goals. 

Do you have what it takes for successful sales coaching? 

Edited by Alicia Young