Learn everything you need to know about sales coaching
Gone are the days of door-to-door sales pitches, cold calling and “hard sells.” Today’s market is all about brand identity, customer service and adding value in a crowded world. It’s easy to feel like you’re falling behind – and you could be. If your profits are suffering, it’s likely that a combination of factors are at play. Sales coaching is your solution.
What is sales coaching? It’s a set of strategies designed to optimize your sales processes and keep your team running like a well-oiled machine. Sales coaching tips center on identifying problems and solutions, bringing your operations into harmony. Tony says it best: “Optimization means that you take a bunch of little things that don’t seem to be very difficult to change, and all of those little changes have a multiplying effect and you get a giant change from all of those tiny changes.”
You need an experienced sales coach to determine your company’s weak points and create targeted solutions. Tony Robbins’ sales coaching resources provide the insight and instruction you need to build top-level sales practices into every aspect of your business.
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What is sales coaching?
Sales Coaching, DEFINED.
The answer to “What is sales coaching?” entails technique as well as psychology.
Let’s start with a definition of sales coaching to give us a baseline:
Sales coaching is a system that involves ongoing, one-on-one teaching to improve overall sales rep performance. This process is designed for every representative to feel supported and provided with the proper resources so that they are able to contribute to the team’s ability to reach a quota.
Every sales team uses coaching in some form, but it is most successful when there is a formalized sales coaching system in place. Oftentimes it is the sales managers who are responsible for coaching new team members, but the most effective sales coaching goes far beyond that. It should be ongoing and iterative so the sales coaching tips your team learns become part of the daily routine. This sales coaching definition can also be interpreted in slightly different ways.
Sales coaching will improve your numbers, but it doesn’t focus on them. It focuses on skills and professional development and it’s personalized for each salesperson. With coaching, your salespeople will be more confident, knowledgeable and communicative – and you’ll see your business growth skyrocket.
Who needs sales coaching?
There are some specific scenarios that call for sales coaching. If your team hasn’t been hitting its goals, seems unclear about its mission or has been getting customer complaints, it’s time to call in a coach.
Effective sales coaching gets right to the point by asking: How does your sales team stack up? If your numbers are struggling, that’s only one indication that your team needs help. Other indications include an inability to consistently engage customers in authentic conversations about your product. If sales pitches are forced, your customers will sense it. Your team may have settled into complacency, content with the status quo instead of embracing a growth mindset of constant innovation. If your operations are disjointed, your marketing, customer service, and sales teams will not be able to collaborate. You may also be unaware of all the resources at your disposal, from the Internet to the power of networking. And as a business owner, if your leadership style is underdeveloped, your entire team will suffer.
The shortfalls of D.I.Y. sales coaching
If you’re asking, “What is sales coaching?” you might also be wondering, “Why not just do it myself?” You can improve your team’s skills with your own sales coaching tips, but you’re limited by time and your own experience. A sales coach brings new ideas, experience, and skills to your sales team. If your process needs an overhaul, a sales coach will be honest and upfront – and see you through the change.
However, sales coaching can help businesses at many different stages, from startup to established teams that need a “refresher” course. Technology like customer service management (CRM) systems and script software changes quickly, and you must stay up to date on the latest sales tactics – and laws – as well. If it’s been a while since your team got coaching, now is the time. As Tony says, “The price of ignorance in business is obsolescence. Obsolescence in business in short order means extinction.” Don’t let your sales team become obsolete – get the sales coaching tips you need to reach the top of your game.
Sales coaching challenges
Any small business owner struggling to increase profits understands the challenges inherent to sales. What an experienced sales coach adds to the equation is an in-depth understanding of what’s driving a company’s sales issues. Sales coaching challenges typically stem from several sources. A skilled coach will help you pinpoint operational weaknesses that cause a domino effect. Effective sales coaching also identifies human nature-related problems, from difficulty admitting weakness to difficulty engaging clients authentically.
Tony Robbins sales coaching tips are backed by years of experience helping businesses create masterful sales solutions. When you secure Tony’s coaching services, you embrace Tony’s secret to powerful sales. Making a sale is not about manipulation – it’s about believing in your brand identity. As you align your sales strategy with your business identity, your product begins to sell itself.
Sales coaching tips to find the right system
The best coaches are familiar with the latest sales coaching tips that can help you dominate sales:
1. Leverage your data
From recorded phone calls to your CRM and sales software, data is useful at every stage of the sales coaching process. It can show you where to start and what you most need to work on. It can provide information and examples so that your coach can better understand your business. Make sure you’re leveraging all of your resources for success.
2. Individualize your incentives
Many sales programs use financial incentives to stimulate results. But there are other methods you can use to customize sales coaching to your business. Learn what inspires team members to act – is it purpose, autonomy, or something else? “There is a powerful driving force inside every human being that, once unleashed, can make any vision, dream or desire a reality,” says Tony. When you unleash that in your sales team, there is no stopping them.
3. Make it memorable
Sales coaching tips won’t stick by lecturing alone. A straightforward technique like using visuals, such as charts and graphs to show goals and leaderboards, can take sales coaching to the next level. Use video scenarios and group discussions. The sales coaching system you choose will only be worth the money if your team turns its lessons into massive action.
Different types of sales coaching
The best sales coaches also know how to use a mix of styles to get the best results. Each sales situation is unique, and salespeople need many different skills to adapt. Find a coach with a diverse range of sales coaching styles, such as:
1. Soft skills coaching
Soft skills like communication, building rapport, influencing others and organization are all vital to selling. A sales coaching system that knows when to work on these skills – and how to teach them effectively – is the only one worth considering.
2. Strategic coaching
The overarching strategy of your sales team and your business should be front and center. Choose a sales coach that knows your market, your ideal customer and your buying process. With a full understanding of your business, your coach can advise you on the big picture.
3. Situational coaching
The devil is in the details, especially in sales. No customer is like another, and salespeople constantly encounter new situations. Sales coaches are there to examine real-life scenarios from your sales team and give tactical sales coaching tips.
The sales coaching system that is right for you will help you understand the obstacles you need to overcome and will have proven experience taking on similar challenges. Get the support you need with Tony Robbins’ Business Results Training, a six-month business workshop designed to meet your needs. You won’t just cover sales – you’ll leave the workshop empowered with a five-step sales growth roadmap. You’ll take a deep dive into emotional mastery, the psychology behind sales, time management and more. You’ll walk away a better manager, a better teacher, and a better businessperson. You can’t lose.
Want to improve your sales coaching skills?
Grow your sales coaching skills and more relevant business skills through Tony Robbins’ Entrepreneur Accelerator Toolkit.