As a sales coach, people always ask me two things: Why does coaching for sales teams matter and how do I know my team needs it?
Answering the first is simple: people get better faster with coaching. This fact is particularly true in sales, where mastering human interaction and all its intricacies is an ongoing process akin to developing a body builder physique. While you can go to the gym by yourself and grow your muscles, having a trained eye to tweak your technique and approach make results happen quicker and more dramatically. The same is true with sales coaching. The experienced sales eye and ear can help prevent, and heal, the problems with which ail sales teams struggle.
Knowing your team needs coaching is a slightly different matter. The most common complaint we see is teams not hitting their numbers. If that’s the symptom of needing coaching, then what are the underlying causes? Here are three I have seen in my years working with sales teams.
These three red flags are signs your team can benefit from coaching. Whether it is the internal resources who coach, or external experts brought in to coach, the act of focusing a sales culture around coaching, and the openness to improvement and personal growth that goes along with it will provide profitable benefits. Consistent messaging, a focus on the prospect’s pain, and greater self-awareness are but three of those benefits.
Greater engagement in the team, the culture and the company may be the biggest benefit. Having interviewed hundreds of salespeople, the most common thing they want is acknowledgement and support. Providing an effective coaching program gives both: acknowledgement of the value of the rep by investing in the coaching and the support to grow and get better results.