Sales Management Essentials Volume 4 – Sales Coaching

Sales Coaching – Strive for Excellence

Sales coaching isn’t always given the attention and energy it warrants. This can be for a variety of reasons. Some business managers simply don’t feel it’s necessary to follow up on training their sales people. Others find the process time-consuming or costly. Some sales managers restrict coaching to junior staff, feeling that senior sales people will resent having to devote time to education and practice. They mightn’t feel a pressing urge to have their senior staff coached … after all, these people are seniors, and there’s not much more they can learn, right?

Wrong. Coaching is an important cog in the sales wheel. It is an ongoing process, and one which pushes sales people to strive for excellence through personal insight and purposeful action. It allows your staff to receive feedback on their roles – what they’re doing right and where they could improve their technique. It encourages them to study their sales personas, helping them to evolve in their jobs. And it urges them into action to become better sales people at every level.

Without coaching, sales would be a stagnant industry, and sales people would plateau in their careers without moving forward. Good managers need to make time in their business schedules for consistent, structured, targeting coaching models. The material in this book aims to show you the importance of sales coaching, and how you can implement it in your business. We want you to understand that you are part of an enterprising, progressive industry that is changing the world for the better.

Remember: everybody lives by selling something.

We hope you enjoy this book.