Become the Best with Sales Coaching

Sales coaching is crucial for a company’s success. Every step of sales coaching should be clearly defined to optimize sales training.

Want to improve your sales coaching but don’t know where to start?

There are specific sales coaching methods you can use today. In this article, you’ll learn step-by-step sales coaching techniques and avoid mistakes that could cost you time, partners, clients, or even your business.

1. Sales coaching has evolved over the past 10 years.

If you coach the way it was done a decade ago, you and your team will miss out. Sales coaching has shifted from a tactical to a strategic activity. Years ago, sales reps were mostly motivated by money. But with the arrival of millennial sellers, expectations have changed. They demand more from their employers. Now, sales coaching isn’t just a perk—it’s a core part of what they expect from their job.

2. Who you coach matters more than how you coach.

The best sales coaching helps those with strong drive improve their skills. Think of sales coaching as a funnel. Start by identifying opportunities for improvement. Ask yourself: Where do your reps need to improve? Once you’ve identified these areas, ensure follow-up so your reps take action. Focus more on those who are struggling. (That’s the funnel at work!)

3. Your team’s success depends on you.

Sales coaching is a skill! But more importantly, it’s something you pass on. That’s the challenge. You must lead by example. As Albert Einstein said: “Setting an example isn’t the main means of influencing others, it’s the only means.” Apply the rules you set for others to yourself. Sales coaching is about listening and supporting. As a manager, you’re responsible for both their performance and their growth.

Best Sales Practices to Boost Performance

Best sales practices are a set of standards, techniques, and rules that, if followed by your sales team, will likely lead to success. There’s no universal set of best practices, but well-designed guidelines should lead you to success.

1. Structure Your Sales Team Organization

Clearly define roles and responsibilities so every sales rep feels valued. A united team can build a clear sales process and a solid sales strategy.

2. Always Prospect Regularly

Failing to prospect regularly leads to a lack of opportunities 1 to 6 months later, creating gaps in your activity. Companies with inconsistent results often tolerate gaps in their pipeline. Don’t be one of them.

Improve your sales coaching

3. Always Monitor Behaviors and Activities

Tracking activities and behaviors is the only real way to manage sales proactively. By reviewing daily and weekly actions, you stay on top of upcoming results and can act before issues become critical.

4. Always Follow the Sales Process

Your sales process should be a proven, repeatable recipe for hitting targets. Only by following it can you grow your business predictably. To truly increase revenue, obsess over optimizing your sales process. It must be tailored to your business, market, industry, and product.

5. The Secret: Coach Your Sales Team Even More

You can’t just build your team and give them one-off training.

That’s clear. You need to train your team daily. Sales coaching can be formal or informal, but it must happen every day. Only sales coaching can change bad habits.