Sales Coaching: What in the world is it? How can it help you?
Article by Flo Schell, EdM, Founder: Franchise Coaching Systems
SALES COACHING?WHAT IN THE WORLD IS IT? HOW CAN IT HELP YOU?
THE SALES CHALLENGE
You?re a Sales Professional in charge of sales for your organization. Your revenue goals are up 20% over last year.
You?ve done everything possible to hire the most experienced and qualifed sales team, but?
1. Your new hire?who came with experience and good references?is just not giving you the results you expected.
2. Your Star, on board for five years, is suddenly feeling burned out and overwhelmed by changes in the company.
3. Or you?re brand new to this organization yourself? and you have a lot to learn?like the intricacies of the product or service you?re selling?the profile of the customer you?re trying to reach?and the culture of the company you?ve just entered.
4. You?re overwhelmed. Your plate is full. Your confidence goes up and down daily?and you?d love to have someone who has ?been there and done that? to talk things over with.
What to do?
THE SALES COACHING SOLUTION
Successful Sales Professionals are extraordinary beings. They have strong ego-stength, great tenacity, and resiliency of the highest order. But, they are human too?and on some days negative self-talk can do them in!
When it comes to solving the trickier issues of figuring out what to do to support sales managers and salespeople?innovative companies often turn to qualified Sales Coaches to help.
A highly qualified Sales Coach brings successful experience in sales and sales management and specialized training in The Coaching Model.
Sales Coaches are trained to help ordinary salespeople to be the best they can be?even on the toughest of days! They offer methods and techniques as varied as the people that they help to succeed.
?When Richard Miller took on his new role as VP of Sales for a start-up technology firm, he entered an environment that was exciting and stimulating, but a bit chaotic too.
Systems were not yet in place and key management roles were still being filled. In fact, it was hard to get a handle on what exactly was going on. He had a new boss to adjust to and couldn?t seem to figure out exactly how well he was doing. Although he knew if would take some time to develop a pipeline and close some sales, his confidence was taking a beating.
Richard hired a Sales Coach to partner with him as he figured it all out! The Coach offered new perspective as she listened to what was going on. She helped Richard to separate ?fact? from ?fear? and provided a sounding board for issues that were coming up each day.
Who ever said Richard had to go it alone??
A COACH APPROACH TO SELLING
An experienced Sales Coach can help sales personnel to become more confident as they ?figure things out?, even when they don?t have all the facts.
Coaches are trained in an evolutionary form of communication. They help their professional sales clients to listen carefully, to tune in to what their prospects are saying and not saying, and to confront difficult situations with candor and caring.
Here?s what Sales Professionals say about their Sales Coaches:
?My Coach helped me to create a success based mindset.?
?I now realize that I can ?get in my own way? with my thoughts.?
?Sometimes I just need a kick-start from my Coach.?
?I appreciate the support of someone outside of my office.?
?I like someone who can help me to get more organized.?
?When I?m feeling unsure, my Coach helps build my confidence.?
HOW CAN A SALES COACH HELP YOU?
Take this quiz to find out how a Sales Coach can help you!
Directions: Rate the following needs on a scale of 1-4.
1- Not important 2- Slightly important 3- Important 4- Very Important
Strengthen my own sales skills_______________
Increase my morale___________________________
Improve my sales process_____________________
Improve my ability to close _________________
Get better at handling objections ___________
Find qualified prospects ____________________
Motivate underachieving salespeople__________
Upgrade my sales team _______________________
Bring back the fun and passion ______________
What did you discover? Are you ready for a fresh perspective? Your Sales Coach is ready to help!
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About the Author:
Flo Schell, EdM, former VP of Franchise Sales with Sylvan Learning Systems, Inc, is Founder of Franchise Coaching Systems and can be found at http://www.FloSchell.com.
She holds distinction as a Certified Comprehensive Sales Coach and as a Certified Coach from The Thomas Leonard School of Coaching. She specializes in helping innovative companies and their people to attain and surpass quarterly and annual sales revenue goals.
Her step by step approach will be available soon in the upcoming book, Selling from your Heart. Stay informed by registering for her free newsletters at http://www.FloSchell.com. Readers receive free information on upcoming Tele-Gatherings and discounts on select products.
To order the ?CD Sales Success Series? at a discounted fee, mention this article. Topics include: Motivation?even on the toughest of days; Selling and Coaching?Perfect Together!; and Closing End of Year Deals. Each CD is .99 + shipping. Mention this article and receive all three at a discounted rate of .99+shipping. Order by email at: mycoach@FloSchell.com
About the Author
Flo Schell is former VP of Franchise Sales, Sylvan Learning Systems, Inc, and Founder of Franchise Coaching Systems. In a seven year period, she and her sales team effectively doubled the Sylvan franchise system from 300 units to 750+ units. For her efforts, Schell was featured in Success magazine and Franchise Update magazine. Subsequently, Schell has been featured in Coaching World magazine, The Asbury Park Press, and the Wall Street Journal.
Posted by Dan on Thursday, July 28, 2011 at 7:19 pm?
Filed under Coaching ? Tagged with Coaching, Edm, Ego, Flo, Franchise, help, Innovative Companies, Intricacies, Model Sales, Resiliency, Revenue Goals, Richard Miller, sales, Sales Coaching, Sales Management, Sales Managers, Sales Professionals, Salespeople, Schell, Specialized Training, Successful Sales, Tenacity, Vp, World
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