What is Sales Coaching?
Sales coaching is the process of training and developing sales representatives.
It involves improving their knowledge in order to make them more effective, as well as intervening when they are struggling with a difficult situation or client.
The goal is that by increasing the effectiveness of one team member, you will have an increased effect on your company's bottom line.
Sales coaching is important because it helps get the best out of your sales team.
Sales coaches do this by focusing on daily tasks and checking in with employees to see how they are doing.
Sales coaching also provides support for new hires, which is important because these people need time to adjust before being thrown into a high-pressure environment like sales work.
Role of a Sales Coach
The role of a sales coach can vary depending on the company.
Coaches usually are experienced, and many are former top-level sellers.
A common responsibility is to provide training for new hires or those who need additional coaching in order to succeed.
Another key component of coaching is aligning goals and values with what the company needs from their employees' performance level as well as identifying any gaps in skill sets.
A good coach will be able to pinpoint the skills and strengths of each member of his team, which can help him identify what he needs from them in order for them to perform at optimal levels.
A great example of this would be a company that has different job titles within one department such as lead generation or account management.
The jobs involve specific functions with varying degrees of autonomy so it's important for the manager to know who may need further training in certain areas, but also realize when someone doesn't want additional coaching because they enjoy having complete control over their work process.
It’s up to the coach to decide how much time and effort they wants to put into developing employees based on these assessments and individual strengths.