4 Ways Sales Coaching Can Help New Hires

Many sales managers try to build their sales team with experienced salespeople who have a proven track record in their industry in a way to help them “hit the ground running.” But what if you are unable to find highly skilled salespeople for your industry? Even if sales managers have the ability to assess critical success indicators in their sales recruits (such as personality, drive, ambition, or compatibility, etc), how can sales managers help their new sales team members decrease ramp up time and the time required to achieve their first sale? Even if salespeople are hired because they can bring an extended rolodex of contacts with them, how can sales managers help them achieve success and leverage that contact list with the most effectiveness? These three examples of real-world sales challenges (finding the right people, deceasing ramp up time, and helping salespeople leverage their strengths) point to a dynamic, challenging, and non-standardized selling process. The approach that sales managers take to address these challenges (and others) must support uniqueness — the organization is unique and the salesperson is unique. Let’s face it, no matter how solid the recruiting, and selection process is, sales managers still need to support their sales team members — nobody can do it alone. A key measurement indicator to this reality is sales team turnover. Within the United States, high sales team turnover is an unfortunate reality faced by many sales managers. Why does sales turnover exist? Many factors, such as a sales recruiting process that isn’t fully aligned, or a sales training program that is less than adequate can contribute to increased turnover. To combat high turnover rates, more and more sales managers have turned to sales coaching as a way to help the sales team increase their competency and capability with the sales job they’re in. Sales coaching can help address three important questions: – Does the salesperson’s purpose fit with your organizations’ vision? – Does the salesperson’s character fit within your organization’s culture? – Does the salesperson’s ability fit within your organization’s sales process? Does the salesperson’s purpose fit within your organization’s vision? A well thought out sales coaching program can help identify if a sales team member’s purpose is in alignment with the organization’s vision. The purpose of a salesperson is typically comprised of his or her needs and personal vision. More importantly the factors that motivate him or her are the catalyst that fuels their quest to fulfill their purpose. Individual need for achievement and personal goals are analyzed within the context of the client company vision, organizational values, and organization goals. If the individual cannot find the inner motivation to help the organization attain its future goals and vision, then the ability to help the firm grow is hampered and the candidate would most likely not be a good fit. A good sales coach must be aware of this. Does the salesperson’s character fit within your organization’s culture? A well defined sales coaching program can help assess if the individual’s character is in alignment with the organization’s culture. A person’s beliefs and ethical mindset must fit within the culture of the firm where they will work. Most sales managers understand that the “character fitting the culture” dynamic is a key contributor to success (or failure). A good sales coaching program can help the salesperson fit in and have an impact to their organization. The culture of the organization will often challenge a sales coach to help the salesperson identify critical team values, norms, and beliefs. More importantly, the sales coach can help the salesperson as they try to attain critical business goals. The vision of the organization must be embraced by the individual. And remember, that character is comprised of their personality traits (such as extroversion, openness, agreeableness, etc) and their emotional intelligence. Does the salesperson’s ability fit within your organization’s sales process? A great coaching program for sales teams is a key driver of sales competence. Sales competence is defined as the salesperson’s knowledge, skills, or abilities to perform. Sales skills are based on a sales person’s knowledge of their position requirements as well as their capacity to perform the necessary work. For sales positions, these abilities could include the ability to understand where the future customer is in their buying process as well as what type of buying style they are using. Abilities are also comprised of the underlying knowledge needed to succeed. Different types of knowledge are needed for different types of sales environments and sales processes. As an example, the knowledge needed to sell into the federal government is different than the knowledge needed to sell commercially. Both the individual’s skill and the business outputs are assessed through past experience and track record. Past performance is important to determine applicable skill of the individual as well as the viability of the company. Let’s face it, sales training programs can fall short on helping new salespeople make ‘heads or tails’ of their organization. A new salesperson may have critical questions that they need to address in areas of culture, process, character, vision, and competency. A well designed sales coaching program can help sales managers stay focused on the most important levers that will help attain revenue, while addressing the real-world aspects of selling that can cause confusion, lack-of-focus, or a lack of motivation. Through effective sales coaching, organizations can better support their sales training programs through reinforcing key sales training knowledge out in the field, where the action is. Sales managers, coaches, and trainers, should build their sales training with sales coaching in mind, and solid tools, processes, and job-aids from reputable organization can help fast-track sales coaching success.

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The Five Essential Coaching Questions (Yes, Just Five!) (SU204)

You already know that coaching is a foundational skill for all managers and leaders. It drives engagement, focus, and resilience. It allows managers and their teams to do more Great Work: work that has impact and work that has meaning. But it’s proving harder than expected to get managers to coach more often and more effectively. The biggest barrier? Not a lack of skill, but a lack of time. In fact, if managers can’t coach in 10 minutes or less, they simply don’t have the time to coach. In this…

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Solving the 5 Biggest Challenges of Coaching and Developing Leaders

When you think about coaching developing leaders do these questions swirl through your mind?: 1. What is the best way to get leaders to trust me? 2. How do I get them to share what’s really going on? 3. How do I get inside their heads? 4. How do I help them get results with speed and impact? 5. How do I prove to them that I can help them? This webcast will address each of these challenges. You will also learn how to establish a deep level of rapport with leaders and establish their trust,…

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Practicing Strengths-Based Coaching

It’s time to rethink what coaching can do for your teams. The days in which coaching was reserved for struggling executives who needed remedial work on their weaknesses are long gone. Today, some of the most prestigious organizations in the world acknowledge that coaching provides the biggest ROI for their top performers looking to get even better. This session will explore how a strengths-based approach to coaching can unlock potential and drive performance. Introducing a simple but powerful…

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Make Internal Coaching a Success in Your Organization

For many years, costly coaching programs were reserved for senior executives and emerging leaders. Organizations now offer coaching beyond the executive suite. The difference is that these new coaching services are provided by internal coaches: individuals who may not be certified in professional coaching, but are trained in a set of coaching skills to support a specific business need and produce monetary business impact. Attend this session and learn: -what internal coaching is and why it’s…

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Coaching With the Brain in Mind

How and why does understanding the brain improve coaching? What should coaches know about the brain to be effective? How can coaches get skilled in this new area? This session focuses on how leaders and managers can be better coaches, with a heavy emphasis on having quality conversations. You will learn how to facilitate positive change in yourself and others by working at the level of your own thinking. Coaches will learn to improve thinking by facilitating others’ processes to move through…

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Coaching with a Global Mindset

A Global Mindset is one of the foundational competencies of the ASTD Competency Model for the training and development profession. The model redefines the skills and knowledge required for trainers to be successful now and in the future. This foundational competency captures the concept of globalization along with the Coaching Area of Expertise. What does it mean to coach with a global mindset? This webinar will develop a foundation for understanding what coaching is and how culture influences…

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Coaching for Their Dual Role: Helping SMEs Facilitate Learning (SU208)

Bringing subject matter experts (SMEs) into the training process can be one of the best things learning leaders can do. SMEs bring depth of experience, enterprise-wide perspective, and credibility to the learning process. But asking SMEs to perform this dual role also brings risk. While they want to do well in the classroom, it is an environment outside their expertise. In this session, we’ll explore the unique needs of SMEs and examine ways to design learning programs to help them be…

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Coaching Best Practices for Leaders

High-potential leaders bring a great deal of value to any organization. Ensuring they are properly coached and guided into leadership roles can provide a crucial competitive advantage. What is the best way to coach these employees to deliver their greatest performance and give their maximum contribution, while taking into account their individual differences? This webcast will share how to coach high potentials for lasting impact, help high potentials step into leadership roles with ease, and…

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Effective Sales Coaching Questions

Adapted from Premeditated Selling, this job aid contains a list of questions that your salespeople may not be given any consideration to and will help them avoid painful surprises from their clients. They are broken down by the critical elements found in a smart strategic opportunity plan.Questions like these require some time to prepare, and should not be used randomly or haphazardly. They should be used only when preparing for a high impact strategic opportunity planning meeting about one of…

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Sales Coaching

Successful sales coaches understand the potential of their sales staff and work to draw that potential out. This Infoline is designed for sales coaches and managers that work with sales staff. Readers will learn the three anchor points of sales coaching, how to determine a sales persons ability and motivation, and coaching styles that are appropriate for employees of various skill levels. Finally, you will learn how to put all this together to develop a complete coaching plan for your sales staff.

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Just-In-Time Coaching

You want to help your organization move forward. That’s why you became a trainer. But there is much more you can do! Do you connect well with people? Do you understand the overall mission and vision of your organization? If so, you’re a prime person to conduct just-in-time coaching sessions. Just-in-time coaching addresses specific, current needs. And while you don’t need the targeted career training that formal coaches need, you do need to establish a cadre of core skills. That’s where this issue of Infoline comes in. This Infoline offers you a direct path to conduct just-in-time coaching. You’ll learn how to establish coaching relationships, recognize just-in-time coaching opportunities, assess interest and coachability, and create effective just-in-time coaching dialogues.

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Harness the Power of Coaching

Do you want to significantly improve the behavior and skills of an individual or organization? This issue will show you how to drive performance development by making it a fundamental part of your organization’s culture. A five-step method ensures your efforts move in the right direction and produce results. Included are tools for mapping coaching events, assessing the learning needs of coaches, and a coaching evaluation questionnaire.

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Fundamentos del Coaching

El coaching es una habilidad bsica para los profesionales de la formacin. Si se realiza hbilmente, puede salvar la resistencia que impide realizar acciones y obtener resultados. Este libro presenta una metodologa dirigida y centrada, junto con ejemplos prcticos y ejercicios, para que pueda empezar a desarrollar sus habilidades como coach. Es til para aquellos formadores que deseen mejorar sus habilidades de coaching, as como para los profesionales de desarrollo organizacional y de recursos humanos que deseen aumentar estas habilidades. Author: Lisa Haneberg
Product SKU: 11ES0605 ISBN: 978-1-56286-680-8 Pages: 148 pages Publisher: ASTD Press Pub Date: 2006 Format: Paperback

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Coaching for Extraordinary Results (In Action Case Study Series)

Do you want to increase productivity and positively affect your bottom line through effective coaching? Coaching for Extraordinary Results offers its readers an opportunity to tap into this extraordinary tool by describing approaches, processes, strategies, and models from organizations that have gone beyond what they thought was thought possible. These results include more meaningful work, higher productivity, the right people in the right jobs, people who are challenged to do their best, a leadership legacy, and a positive effect on the bottom line.

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