Ensuring your sales people can reach their full potential is critical to your organizations success. You can train people in new skills and even visit their customers on joint calls – however, this may not lead to lasting changes in behaviour to adopt new habits for success.
To ensure sales people are performing at their best and to help assimilate & apply new skills, one-to-one sales coaching will swiftly bring about a change in behaviour – to ensure that individuals can deliver results rapidly. This change in behaviour will promptly deliver improved results and give the individual sales person a lot more confidence in using and applying the best method and best practice to succeed.
What is sales coaching?
During an intensive one day sales coaching day individuals will be put through their paces and challenged relating to their ability and performance - and valuable feedback will be provided after each customer meeting. This will result in the sales person having more awareness to their performance relating to their sales skills and ensure they fully understand how to apply best practice when communicating with your customers. During the customer meetings the Sales Coach will observe the individuals behaviour and relate this to the desired skills agreed with you. In particular the Sales Coach will be focusing on the skills required, to convert opportunities into new revenue and additional revenue for your organisation.
How will the Sales Coaching be delivered?
Name of course: |
Duration (days): |
Methodology: |
Sales Coaching |
1 |
The minimum for Sales Coaching is one day, although some projects can be up to six days – delivered over a 2-3 month period. Each individual will be observed during a full day of customer meetings to ensure the level of skills and current ability is identified. The Sales Coach will examine each individuals performance – in relation to the desired behaviour and application of any agreed new skills. Providing valuable and professional evaluation and feedback through one-to-one review after each meeting, you will also be provided with a ‘skills benchmark report’ (see below for sample). The Sales Coach will use advanced NLP techniques to ensure that each individual change their approach prior to the next meeting. This will allow the sales person to adapt and apply the new skills, with valuable feedback from an impartial and professional source. |
Case Study - Summary of Field Sales Coaching visits by individual
Day One (initial capability report – prior to coaching or training)
Summary sheet |
Sales Person A |
Sales Person B |
Sales Person C |
Sales Person D |
Sales Person E |
Sales Person F |
|
Average: |
Planning |
6 |
7 |
6 |
7 |
7 |
6 |
|
6.5 |
Prospecting |
6 |
8 |
7 |
6 |
8 |
7 |
|
7.0 |
Appointment Making |
6 |
7 |
7 |
7 |
9 |
7 |
|
7.2 |
Relationship/Rapport |
6 |
7 |
8 |
7 |
6 |
7 |
|
6.8 |
Consultative Selling |
6 |
6 |
7 |
8 |
7 |
7 |
|
6.8 |
Closing |
7 |
7 |
7 |
7 |
6 |
6 |
|
6.7 |
Following up/Summary |
7 |
7 |
9 |
8 |
7 |
8 |
|
7.7 |
Strategic Account Development or Sector Plans: |
6 |
6 |
6 |
7 |
6 |
6 |
|
6.2 |
|
|
|
|
|
|
|
|
|
|
50 |
55 |
57 |
57 |
56 |
54 |
|
54.8 |
After two days sales training and one of individual sales coaching:
Summary sheet |
Sales Person A |
Sales Person B |
Sales Person C |
Sales Person D |
Sales Person E |
Sales Person F |
|
Average: |
Planning |
7 |
7 |
8 |
7 |
8 |
8 |
|
7.5 |
Prospecting |
8 |
8 |
7 |
8 |
8 |
8 |
|
7.8 |
Appointment Making |
7 |
7 |
8 |
9 |
9 |
8 |
|
8.0 |
Relationship/Rapport |
8 |
8 |
7 |
7 |
8 |
7 |
|
7.5 |
Consultative Selling |
7 |
7 |
8 |
7 |
8 |
7 |
|
7.3 |
Closing |
8 |
7 |
7 |
6 |
7 |
7 |
|
7.0 |
Following up/Summary |
9 |
9 |
9 |
8 |
8 |
9 |
|
8.7 |
Strategic Account Development or Sector Plans: |
6 |
6 |
7 |
7 |
7 |
7 |
|
6.7 |
|
|
|
|
|
|
|
|
|
|
60 |
59 |
61 |
59 |
63 |
61 |
|
60.5 |
9 - 10 |
Green = Acceptable or above average (total = 72 to 80) |
7 - 8 |
Amber = attention required (total 56 to 64) |
5 - 6 |
Red = well below expected (total 40 - 48) |
Case Study - The Results:
|
Before Sales Training & Coaching |
After Sales Training & Coaching |
Area to be Measured: |
Monthly average |
Monthly average |
Number of Appointments |
188 |
218 |
Avg number of appt./week |
54.74 |
76.77 |
Total Quote value for period |
£89,425 |
£121,624 |
Total value signed in period |
£14,549 |
£29,410 |
Percentage signed |
16.27% |
24.18% |
Results are not guaranteed, however the above illustration is typical of the results achieved using Perceptions Coaching.
The sales coaching is designed to ensure each individual benefits from gaining new knowledge or, in some cases, practising and developing new skills from existing awareness.
Call Today to tailor a coaching programme to suit your needs…or click here to send us your enquiry.
Perceptions Coaching – delivering sales results for YOU.