‘Coaching is the new Sales Training’

We are in a tough market and we need our salespeople to be focused more than ever to make sure we get the lion’s share of whatever business is available in the shrinking market. Today our salespeople are faced with greater challenges than ever before. Business is faster and less personal. Uncompromising competition, eroded margins and the internet mean – salespeople are working harder for fewer rewards.

It is impossible to take people off the road to have them attend classroom training sessions, and yet, without clear and focused training even your best people may falter under the strain. It is time to call in the Sales Coach. We see from all the leading professional sports, special coaches are employed to sharpen different elements of every winning team. The sales team is no different and the best players will benefit even more from focused coaching.

Some view coaching only as a tool to correct underperformance. Today, however, it is widely used to support top producers. Coaching can provide sales professionals with focus unavailable from other forms of organisational support. Sandler® Training trainers coach senior executives, managers and salespeople. Our one-on-one interaction and feedback from an objective third party has helped sales professionals:

  • Fine-tune their communication, decision-making and leadership skills
  • Cultivate teamwork and inspire peak performance from team members
  • Overcome procrastination, take action and accomplish more sales.
  • Fully realise personal and professional potential
  • Achieve balance in various roles
  • Develop new strategies for solving old problems
  • Create positive change in themselves, their team members and their companies.

Our approach is different as we first profile each salesperson, and then compare them against the high achievers success qualities:

  • Competitiveness
  • Self-reliance
  • Persistence
  • Energy
  • Sales Drive.

We can then measure the following behaviours, critical to the sales process, and identify the areas needing attention:

  • Prospecting
  • Closing the sale
  • Call reluctance
  • Compensation preference
  • Ability to work as part of a team
  • Self-starting
  • The ability to build and maintain relationships.

To ensure accurate fine-tuning for on the job training, Profile International PPI and PSI proven systems enables us to focus on the areas for improvement. We can use the international standards or we can fine-tune the system to match the standards being achieved by your best all-round salesperson. Compiling the data and discussing the programme with you, the Sales Manager, is fast and efficient, leaving time for focused coaching of the individual team members, as they go about their calls in the field.

For further information on this new approach to creating a high powered sales team please contact Jim Coffey at 087-9191457 or e-mail jimpopcoffey@gmail.com today.

“A top-flight Sales Team will allow their Sales Manager time to develop new tactics to ensure you stay ahead of the competition. A poor sales team will lead their Sales Manager to the ranks of the unemployed.”