Sales Rep Coaching
is a key tool that helps businesses achieve sales team success
results. Sales Rep Coaching is a process, a commitment over
time to coach individual sales reps and their entire team,
generally a unit of 4 to 15 sales reps, along with their sales
manager.
With the Growth Resources approach, sales rep coaching begins
with a scientific assessment to identify each sales rep’s
strengths, limitations, and opportunities for performance
growth. We utilize success profiles and sales assessments
developed by The H.R. Chally Group.
For example, your Sales Rep Success Profile could involve:
- presentation skills
- lead development and qualifying
- closing skills or account targeting
- sales funnel management.
We will help to identify the skills and motivations most
required by your top performers. We do this by matching your
products/services with your customer needs with the skills
of your top sales reps.
Growth Resources then applies sales rep coaching techniques
to help your sales rep set and exceed personal goals by at
least 10% to 20%. This usually involves one-to-one coaching
and monthly group sales meeting sessions. Each sales rep picks
two critical goals to plan, implement and measure (see below).
Monitoring the sales funnel and prioritizing day-to-day activities
are other elements of the sales rep coaching process.
As the sales reps’ team leader, the Sales Manager also
receives coaching in such critical areas as:
- one-to-one sales rep coaching
- goal setting
- inspection monitoring
- maintaining accountability
- leadership communications.
The goal is sales managers whose sales reps produce ever
increasing results and return on sales investment.
For an example of a Sales
Team Profile, download this free, five page Telesales
Hunter Team Profile project result.
Download
free Sales Rep Coaching Plan form
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