In reality, having in place reliable sales pipeline, guaranties a healthy stream of revenues to the business. In this cases both channels (sales coach and salespeople) play a purposeful role with possibilities of affecting the company’s finance either positively or negatively. Note that, the person accountable here is the head of sales, and all lies upon his personal coaching style. But the utmost important question is, how do you leave high impact sales coaching on salespeople?
Fact is what salespeople absorb in the course of learning does not make spontaneous changes in their brain. Plus instructors conducting such programs should bear that in mind. Teaching new sales approaches without practice is not sufficient to engrave long lasting experience into trainees’ heads. Hence, expecting much from the salesperson at this stage may be too early.
How then do you create and engrave high impact sales coaching?
“When we are fully trained, it is hard coded into our brain” says John Peter Jesan. Likewise, it is proven that the human brain can only master new behaviors if there is a practical routine. Salespeople become better at particular skills, once they apply immediate knowledge while it is still fresh to make it real. What does that mean? Confidence increases by repetitive use of new abilities in the field to cause progressive success. Moreover this process turns out to complete only if captivating is easy as well. Inasmuch as he or she has the ability to learn effortlessly, executing will be less difficult in real world experience.
Follow-up strategies and mechanisms need to be established, in making sure that there is stable system to check performance. Besides it leverages the coach with opportunities to see where salespeople are struggling to ultimately get a chance to address issues. This procedure can eventually be an eye-opener not only revealing salespeople weakness but also their strengths well.
Concerns on responsibility
Unfortunately in this current fast paced world, sales professionals seem not to have enough time to make proper follow-up. As a result, the salespeople’s actual behaviors are still a mystery to their sales leaders.
The sales auditing is not like the accounting audit that happens periodically with external auditors. In contrast sales leaders must take responsibilities to be the ones auditing, and allocating enough time for genuine and regular follow-up unlike accounting. Setting up sales auditing structure as brought up earlier, is an effective way to leave long lasting sales coaching impact.
It all starts with the sales coach himself as the head, applying self-assessment to verify own techniques effectiveness. Nevertheless, self-consciousness and denial is something that many sales professionals are living in contradiction with; failure to accept and the lack of regular analytical mind will leave you as a coach in the dark.
The sales industry differentiates itself from others by offers sales beginners a chance to test theory in a practical way. In short theory and practice go hand in hand in order to leave high impact sales coaching.