Your Total Coach

The benefits of sales coaching

Sales coaching leads to a range of benefits for the client, including:

• Increased productivity.
• Coaching affects ‘the bottom line’. Coaching can be tailored to each sales person’s level of development.
• Through the use of goal setting, structuring an action plan, observing and providing feedback, the sales person become more self aware and self-directed and self-motivated.
• Sales staff enhance their interpersonal and communication skills so that they can relate more effectively to team members and customers.
• Staff feel more appreciated and valued, consequently they find work more challenging and seek out opportunities for innovation.

Why use sales coaching?

In today’s extremely competitive global marketplace, selling is more challenging and requires a greater level of skills than ever before. Customers have more choices and are better informed. The quality of the product is no longer sufficient to guarantee sales. Customers demand an honest and trusting relationship with sales professionals who care about them and who can tailor individualised solutions to their problems.

It is often said that selling is like sport, is essentially a mental game. It has been suggested that at least 50 per cent of successful sales are due to mental skills, 30 per cent due to technical skills, and the remaining 20 per cent are based on product knowledge. Research has established seven main negative beliefs that can be a barrier to successful sales. If a sales person is harbouring these negative thoughts and beliefs these will be detrimental to his or her selling performance.

A sales coach will identify the main barrier to sales performance, and work with the sales professional to improve performance in a supportive but challenging relationship.

Who can benefit from sales coaching?

Sales’ coaching is particularly suited to sales executives who have received sales training and who require highly focused 1:1 personal development work to help them understand themselves and their natural selling style with an aim of developing themselves further.

The coach’s role

The coach is that of a ‘strategic partner’ who works with the sales professional in their environment. We understand that in today’s world of work, more is expected in less time. There are higher demands upon performance and it is increasingly difficult for a professional to find a place for personal support and assistance.

Our coaches combine many years’ experience working in highly successful blue chip organisations with the ability to work with clients on those issues that are important to them and affecting their performance.