Sales Coaching

Sales Coaching is delivered by a mixture of the coach being an expert and a facilitator, using directive management of the programme and a non-directive style of coaching throughout.

Business and personal sales objectives are set, with clients being encouraged (through feedback and questioning techniques) to identify what changes and choices they wish to achieve. Importantly, they also consider what stands in the way of their own or their teams improved performance.

In order to achieve peak performance through change and ultimately more choice, the coach will create different learning experiences and models to effect this change, with the coach’s flexibility being of paramount importance to the coaching process. Contracting is required to agree goals and align expectations with a review and feedback at the end.

Because of its focus on results in a shorter timeframe than training, organisations are especially attracted to sales coaching. It can also be easier to gain acceptance from busy sales directors, managers and executives themselves, who feel more comfortable devoting time to their own development when they feel confident of quick results.

Typical Issues:

• Clarifying current sales role or project
• Maximising performance in a current sales role or project
• Changing behaviours based upon feedback
• Preparing for a new role (for example sales executive to sales management promotion)
• Support during induction to new organisation