Sales Coach Corner
A key ingredient to being a Successful Sales Manager AKA Sales Coach
is observing your team. It is the only way for you to see your team in action
and determine the types of behavior that lead to success or failure in their
sales. During the sales process, your team is focused on their customer interaction and often unconsciously performing the sales process based on their
habits.
Therefore daily observation must be included into your management
routine. By observing live customer interaction, you will be able to offer effective one-on-one training and coaching to help them improve. Your sales
staff have different strengths, weaknesses, skill levels, and training needs. So
it is important for you to understand which areas they need your help in to improve their selling technique.
It is important to observe salespeople in all phases of the selling process including follow-up sale activity, customer development, and courtesy
calls. Daily observation will make your sales staff accustomed to you being on
the sales floor and providing feedback tailored to their specific needs.
“People respect what you inspect,
not what you expect.”
Steve Smith, Sales Management Trainer
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