Sales Coaching
Sales coaching is a professional business relationship created between the coach and client that helps sales professionals become even higher achievers, take their game to the next level, and maximize their selling potential.
Sales coaching involves three phases:
Evaluation
I use a series of tests, inquiries, and questionnaires, along with some individual coaching sessions, to evaluate the following qualities of each sales coaching client:
- Action-orientation
- Motivation
- Goal-setting abilities
- Mental focus
- Ability to handle set-backs
- Call reluctance or resistance
- Creativity
- Stress management capabilities
- Self-awareness and self-confidence
- Communication skills
- Ability to create rapport and connection
After the evaluation is complete I prepare a detailed assessment, including identification of strengths and challenges, and a roadmap for coaching the client to excellence.
One on One Coaching
For a determined length of time, I schedule one-on-one coaching sessions with each client, to go over the evaluation and to set meaningful goals for achievement. Together we work to create a gameplan for achieving those goals, as well as the kind of accountability that works best for the individual. Each coaching relationship is unique to the sales coaching client. We work together to design the alliance to work best for you.
Coaching sessions can be done in person or over the phone, according to individual preference.
Shadow Sales Calls
I am committed to your success, and want to provide feedback from the front lines, to make sure that our plan for you is working. I will accompany you and your team on sales calls, to watching the work in action, and help reinforce learning and achievement.
As I "shadow" each coaching client, I have the opportunity to provide direct and meaningful observation and analysis. Following the shadow calls, we debrief the success of the call and evaluate it against goals and the measures of achievement defined in our coaching plan.
Successful and unsuccessful people do not vary greatly in their abilities. They vary in their desires to reach their potential. -- John Maxwell
