Whether you decide to find coaches in-house, or use a platform like MentorCruise, finding the right coach for your staff can help you win new business in the long run.
Sales coaching is the process by which a senior salesperson or peer trains an individual and helps them improve upon their sales processes. Sales coaching can occur in the onboarding process, after a salesperson is welcomed into a company, or when a salesperson wants to upskill and take on more responsibilities. In fact, according to a study by Highspot, 64.5% of sales reps have experienced sales processes that are more complex.
Essentially, sales coaching aims to improve upon an employee’s sales readiness by refining how they do sales and introducing methods and strategies to increase leads and consequently sales-based conversions.
If you’ve never implemented sales coaching before, it can be difficult to know what to expect. Some managers are resistant to hire coaches because its financial impacts aren’t immediately tangible. However, investing in coaching can have a real impact on the bottom line. Here’s what to expect from a sales coaching programme.
Any skill gaps in your sales team will cost you money in the long run. If you have a team that simply can’t upsell, or one that finds it hard to fill the pipeline with new leads - until you fill these skills gaps, you’re missing out on new business.
Sales coaching can come in a variety of forms and have different goals in mind. For instance, in the process of digitization, sales reps can be coached on how to make better use of the apps at their disposal or how to effectively communicate asynchronously. These can help improve the efficiency of your sales team as a whole.
Once you’ve found the right person to coach you at MentorCruise, you can do an introductory call to see your compatibility and how the potential coach can help you. Here are the few things that you need to communicate:
Once you’ve entered into a coaching relationship, both you and the coach will need to define the specific milestones to achieve and how regular the check-ins can be. Types of milestones include:
You can measure your employees’ performance via a number of metrics both before and after they are coached. These include tracking a coachee’s progress (or lack thereof) towards sales quotas, any increase or decrease in the number of deals closed, and the frequency of successful upsells.
On a longer term basis, you can measure the staff retention rate within your sales team, whether salespeople who undertook coaching have been promoted, and their overall job satisfaction. Finally, you can look at their reaction to the training qualitatively.
There are a number of different benefits associated with sales coaching, but the headline is that it’ll improve your sales team’s performance. We don’t need to tell you that a more productive sales team means new business. Training up your sales team via a coaching platform such as MentorCruise can help your staff - and your business - reach their potential.
There are a wide variety of sales coaching models available that cater to different needs. The model that you choose will depend on your employees’ current skill level, their knowledge gaps, and more.
No matter what coaching model you are looking to implement, you can connect with leading sales coaches on MentorCruise. Visit their website to get started today.
GROW Coaching
This type of training is suitable for staff who have been in sales for a while, but still need to identify areas where they can improve. For example, it could be a member of staff who is great at B2B selling, but needs help selling directly to consumers.
This is a common form of coaching, due to its simplicity. It is focused on each individual salesperson’s strengths and weaknesses, helping them to fill gaps in their skills and knowledge. GROW is an acronym, which spells out the following:
Here’s an example of a GROW coaching model in action:
CLEAR Coaching
While the GROW model is particularly self-reflective, with the coach simply acting as a guide throughout this process, the CLEAR coaching system invites the coach to take a more active role.The coach asks more targeted questions, attempting to get to the crux of what they could get from the session and helping them achieve it.
This model is particularly useful for less experienced salespeople, who may need a bit more of a helping hand in identifying their shortcomings. This is because they get more intensive support from an experienced salesperson who helps them to identify areas of improvement with the aid of their own knowledge.
Here is how the model works:
Here’s an example scenario of how this type of coaching could play out in a sales environment:
Deal Coaching
While the previous models discussed are all based on long-term development and are quite wide in scope, deal coaching is very focused on what’s on a salesperson’s to-do list right now. This type of training is best conducted in short but frequent sessions.
Here’s how it works:
Deal coaching is at its most effective when it occurs frequently, helping salespeople improve their skills over time by focusing on real-life cases.
Finding the right coach is the key to success. When it comes to sales coaching, you need coaches who have been there and done it themselves. This leaves you with two options - picking a coach from your internal sales team, or hiring externally.
However, burdening your senior salespeople with coaching responsibilities can put a severe drain on their time.
Recruiting externally, from software like MentorCruise, frees up your senior staff to carry out their tasks, while ensuring that your more junior staff get the coaching they need to succeed.
MentorCruise’s expert mentors are in the top 3% based on customer rating, and are all but guaranteed to help you achieve your coaching goals. We’re so confident you’ll be happy, that every coaching session with our expert mentors has a 7 day free trial. If you’re not happy in the first week, you can cut ties with the mentor without having spent a penny.
Find a mentor using MentorCruise today, and help your staff unlock their potential. Click here to get started.
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