Driving More Sales
Sales coaching is becoming more and more sought after. Training programs were seen as the sole way to push behavioural change and introduce new sales techniques, but external coaches can provide an extra layer of quality to help drive sales, including big-ticket sales.
But how does sales coaching play such a big role? Despite training being a considerable investment for any business, the cost of sales training will pale in comparison to the effects of securing and closing the deal on a big-ticket sale. There’s a loop here. Better sales equal more investment in training, and better training equals better sales performance. However, there’s a potential break in this loop – the quality of training. You can invest a lot of money in a training program, techniques, technology, and tools, but it doesn’t necessarily guarantee an improvement in sales performance.
If that training is detrimental and distracting to your sales team, then it could have a negative effect on the performance of your sales team. Suddenly, that large investment in training doesn’t seem so attractive. So, what’s the solution to this problem?
External experience. A fresh set of eyes with sales experience outside of your organisation can help advise on your current training framework, enact change, and drive sales performance forward. Bias that may occur internally can be more readily noticed and rectified by an external expert. That extra pair of eyes can also specifically look out for swing factors to enact the appropriate changes in any training programs, allowing your sales team to feel up-to-date and empowered within their framework. From creating compelling business signs to changing your business processes, an external coach can help discover where you’re going wrong.
Devising New Strategies Without Disrupting Your Operations
All across the world, coaches are part of a multi-billion pound industry. This is no coincidence, and more and more businesses value the importance of a good coach, especially when it comes to their sales teams. But can changes in sales processes, strategies, and behaviours be enacted without disruption to your organisation?
Far from the days of a very binary approach to the way businesses operate, today’s B2B buy and sale world is full of organisations that have adopted different strategies when it comes to generating sales leads, closing sales, and retaining sales clients. The debate over these issues that happens internally, as well as externally, makes the process of organisational change one of frustration, much expense, and serious risk. When it comes to hiring a sales coach to create an impactful sales training program within your organisation, many sale leaders worry about what sales ideas that the coach may try to impose on the current sale framework. How can you be sure that a coach won’t do more harm than good to your sales?
Well, a good coach will display flexibility in being able to coach within the sales framework of your organisation. They will be able to coach the right sales processes or coach the right sale tools into the current framework without ‘rocking the boat’. A coach is a good way to drive improved sales performance results and shouldn’t be ignored; just make sure to find a coach who can offer bespoke coaching suited to your organisation.
Categories: Outside Contributors