How to Lead a Coaching ConversationPosted on 04/06/2017 in Sales Coaching
One golf lesson will probably mess up your golf game, but a series of lessons with the same coach are likely to get you to the next level.
Salespeople benefit from coaching just like athletes do. A well-coached salesperson is more likely to improve their sales skills and have increased motivation to strive for a higher level of achievement.
Coaching by a sales manager is the most critical component of a manager’s job. Sales coaching improves sales performance, confidence, and results. In fact, research by the Sales Excellence Council showed an increase of 17% in performance for salespeople who were coached more than three hours per month, in comparison to those who were coached fewer than two hours per month.
Make it a priority to get into a regular coaching routine. Follow the process below when leading a coaching conversation.
|1. Put the salesperson at ease.|
|2. Briefly cite the purpose:
-one or two areas for discussion
-your expectations for performance vs. actual performance
|3. Clarify issues, ask relevant questions. Listen! Ask follow up questions.|
|4. If possible, cite some positives to convey confidence.|
|5. Demonstrate support by offering resources to help the salesperson's improve.|
|6. Agree mutually on an action plan, including when you will discuss again.|
|7. Ask the salesperson to summarize the action plan.|
|8. End on a positive note and commit to providing feedback.|
Additional Coaching Resources:
Coaching for Sales Success article
Blogs on Coaching