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Coaching

Systematic Support to Make Sure Your Sales Team Masters Best Practices

Most salespeople would like to be able to sell more, and sales managers would also like to drive their team to more sales. But something is stopping them. Our goal in coaching is to move the mountains out of the way and help your team reach their full potential.

 

Coaching assumes that the coachee has the knowledge, skills, and motivation to succeed. What they need is help to organize their thinking and apply it properly to the circumstances they face.

 

A salesperson or manager who has received all the right training is like a golfer who has studied the game and played many rounds but who continues to struggle with keeping their drives straight. A good coach will observe their swing, help them recognize body movements they don’t even realize are happening, and provide them with ways to adjust their approach for success.

 

Similarly, good sales and sales management coaching starts with observing and understanding the habits, beliefs, and practices that are affecting performance. It continues with helping coachees recognize the patterns, take corrective action, and master the ability to apply their knowledge in any situation.

Connecting Knowledge with Application

Great training is essential for sales improvement, but training alone doesn’t get the job done. People don’t retain and utilize information unless they have the opportunity to practice and master it.

 

With coaching, we help your sales professionals apply their knowledge to real deals and client interactions and troubleshoot when the theory they’ve learned doesn’t seem to fit the situation they’re in. Practice, with guidance and feedback, makes perfect.

Overcoming Beliefs and Habits

You can give someone all the best information, but if they don’t believe in it or see how it can apply to their work and selling situations, they won’t be able to use it even if they want to. Beliefs and habits drive behavior, so in order to improve performance, we focus heavily on these areas.

 

We identify the triggers of counterproductive beliefs and emotional reactions, introduce new perspectives, and provide replacement beliefs that empower and motivate.

Establishing the Path Forward

We look at coaching as an investment with a high ROI that pays out far into the future. In the short term, our goal is to help your salespeople and managers get more sales for your company.

 

But that’s just the beginning—in the long run, we seek to grow an organizational culture that supports ongoing development and success for both individual team members and the company as a whole.

Connecting Knowledge with Application

Great training is essential for sales improvement, but training alone doesn’t get the job done. People don’t retain and utilize information unless they have the opportunity to practice and master it.

 

With coaching, we help your sales professionals apply their knowledge to real deals and client interactions and troubleshoot when the theory they’ve learned doesn’t seem to fit the situation they’re in. Practice, with guidance and feedback, makes perfect.

Overcoming Beliefs and Habits

You can give someone all the best information, but if they don’t believe in it or see how it can apply to their work and selling situations, they won’t be able to use it even if they want to. Beliefs and habits drive behavior, so in order to improve performance, we focus heavily on these areas.

 

We identify the triggers of counterproductive beliefs and emotional reactions, introduce new perspectives, and provide replacement beliefs that empower and motivate.

Establishing the Path Forward

We look at coaching as an investment with a high ROI that pays out far into the future. In the short term, our goal is to help your salespeople and managers get more sales for your company.

 

But that’s just the beginning—in the long run, we seek to grow an organizational culture that supports ongoing development and success for both individual team members and the company as a whole.

Coaching Offerings

Salesperson Coaching

As an external coach augmenting any coaching provided by management, we cover all topics needed to improve sales performance, from pre-call planning to post-call reviews, from sales technique to strategic plan development.

Sales Manager Coaching

Focusing on effective leadership and best practice implementation, we provide external coaching to address such areas as sales process, internal politics, hiring practices, mentorship methods, and any other topics requested.

Sales Deal Quarterbacking

With this deeper level of involvement, we coach the salesperson or team you’ve assigned to a specific deal through real-time pre-call planning and post-call reviews, even participating in client-facing sales situations if appropriate.

Fractional Sales Executive

When needed, the coach can serve as direct overseer of the sales team in a specific, defined role, taking on personal responsibility for sales management duties. This level of involvement could be appropriate in several scenarios: to augment your internal management while a replacement sales executive search is under way, to support and advance current management team skills, or to perform a focused turn-around of the department.

A Case for Coaching

Whether you believe selling is a skill people are born with or it’s something that can be taught on the job, it doesn’t change that further coaching will lead to greater sales results.

 

Dave Kurlan, of OMGhub, dug up evidence of that claim and shared it in his article Finally! Science Reveals the Actual Impact of Sales Coaching. His study looked at 16,000 salespeople and revealed that when managers spent 50% of their time, at minimum, on coaching their salespeople, those respective salespeople ranked in the 55th percentile. On the other hand salespeople whose managers spent less than 10% of their time coaching merely reached the 43rd percentile.

 

That’s a 29% increase in performance simply from managers spending more time coaching. And that’s not even the whole story. OMGhub’s COO, John Pattison took the research one step further in order to analyze the impact of coaching skill/ability. Not all sales managers are naturally gifted at coaching and transferring their own skill sets on to their teams. Across 4,000 managers, the skill gap alone led to an increase in sales percentile of 16% when going from a weak coach to a strong coach.

 

Then, when you combine skill/ability with the amount of time spent on coaching, there’s a staggering 49% difference between the extremes: Weak coaches who commit <10% of their time to coaching generate sales people in the 43rd percentile while strong coaches who spend more than half of their time coaching have sales people who yield results in the 64th percentile. It’s certainly worthwhile to not only encourage sales managers to coach more, but also put in the effort to increase their coaching skill/ability.

The Culture of Sales™ Difference

Backed By
Top-Tier Systems

We bring a tremendous amount of knowledge and experience to our coaching, but we don’t stop there. We support you and your team with a systematic approach, using our comprehensive, best-practice training systems as the foundation for our work. Salespeople and managers shouldn’t simply wing it, and neither do we.

Thorough
Analysis

Our coaching is rooted in a thorough, evidence – based assessment methodology that takes the guesswork out of uncovering beliefs, strengths, and challenges and deciding what to focus on. This also gives us a common vernacular to be able to address your team’s issues and facilitate change.

Reality-Based
Approach

Instead of focusing on theory and possibilities, we get engaged with the real issues and situations you and your team are facing. Coaching works best when it is most relevant to the immediate needs and challenges of the coachee, while being solidly grounded in the best practices that will make the biggest long-term difference for your people and your company.

Backed By
Top-Tier Systems

We bring a tremendous amount of knowledge and experience to our coaching, but we don’t stop there. We support you and your team with a systematic approach, using our comprehensive, best-practice training systems as the foundation for our work. Salespeople and managers shouldn’t simply wing it, and neither do we.

Thorough
Analysis

Our coaching is rooted in a thorough, evidence – based assessment methodology that takes the guesswork out of uncovering beliefs, strengths, and challenges and deciding what to focus on. This also gives us a common vernacular to be able to address your team’s issues and facilitate change.

Reality-Based
Approach

Instead of focusing on theory and possibilities, we get engaged with the real issues and situations you and your team are facing. Coaching works best when it is most relevant to the immediate needs and challenges of the coachee, while being solidly grounded in the best practices that will make the biggest long-term difference for your people and your company.

Michael Andersen’s new book, A Culture of Predictable Sales: One Sales Manager’s Journey, offers an entertaining and insightful overview of key concepts from our Intentional Sales Management™ training system. Written in novel form with easy-to-digest takeaway sections for each chapter, the book illuminates sales management best practices by showing them at play within relatable contexts.

 

Additionally, we offer a collection of courses and tools, as well as a growing, curated library of free resources all designed to help sales professionals grow and succeed, with practical insights, methods, and best practices they can use immediately to improve their results.

Michael Andersen’s new book, A Culture of Predictable Sales: One Sales Manager’s Journey, offers an entertaining and insightful overview of key concepts from our Intentional Sales Management training system. Written in novel form with easy-to-digest takeaway sections for each chapter, the book illuminates sales management best practices by showing them at play within relatable contexts.

 

Additionally, we offer a collection of courses and tools, as well as a growing, curated library of free resources all designed to help sales professionals grow and succeed, with practical insights, methods, and best practices they can use immediately to improve their results.

Ways to Ignite Your Sales

Sales Assessments

Identify strengths and key opportunities of your sales team and organization

Sales Training

Boost your sales team’s results with training they’ll actually use..

Sales Consulting

Infuse your sales organization with strategy, alignment, and consistency.

Sales Assessments

Identify strengths and key opportunities of your sales team and organization

Sales Training

Boost your sales team’s results with training they’ll actually use..

Sales Consulting

Infuse your sales organization with strategy, alignment, and consistency.

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