Studies have proven that salespeople don’t leave companies; they leave leaders. In this Sales Brew, Jack Kasel will ask sales leaders some important questions and will reveal why sales coaching is so important!
Importance of Sales Coaching (Video)
#1 Sales Coaching can Help Improve Employee Retention
Hey everybody, this is Jack Kasel with Anthony Cole Training Group.
Our topic today is sales coaching. And more specifically, why is sales coaching important?
Well, the number one reason is employee retention.
Studies have proven that for the most part, people don’t leave companies, they leave leaders because they don’t think they are being valued.
They don’t think that they made a difference.
So, if I’m coaching and developing a person, I’m proving to them I truly am committed to their success.
Then, there’s really no reason for people to want to leave.
#2 Sales Coaching Promotes a Growth-Oriented Mindset
The next simple answer to “why is sales coaching important” is that you need to grow the business.
And if we keep doing the things we have done in the past, we will always get what we always got.
So we need to make sure that we are growing the business.
And one of the quickest ways to do that is to coach our people.
Probably the most important thing is helping people become the best version of themselves.
As we’re working with the banks and companies, we find there are a couple of reasons why people won’t or can’t do something.
And they both start with the letter U.
Number one, they are unable because we’ve never taken the time to really break down what they need to do in sales in order to have the success they need.
And once we get out of the way, then it’s simply a matter of they’re unwilling. And that’s a different conversation.
So how do we know if it’s an unable or an unwilling situation?
Well, the first thing we have to do is gain insight.
We need to gather data if you are going to move something- we need to measure.
So my question is, what are you measuring?
What activities are your people doing on a weekly basis without fail to help put themselves in a position to be successful?
#3 Sales Coaching Gets Your Team Comfortable with Their Numbers
What information are you gathering? What data? How are you gathering data?
And are you measuring the right things? And when we measure success in sales:
- How many outreaches?
- How many conversations?
- How many meetings?
- How many proposals?
- How much business have we won?
We’re looking for conversion rates on all those main areas.
We need to provide feedback.
The lack of holding people accountable is the ultimate act of selfishness.
I care more about my feelings than I do about your development.
It’s the ultimate act of selfishness.
We need to make sure we’re giving good, reasonable, fair, no-sugar-coated feedback.
We’re not looking to belittle anybody, but we gotta make sure that we’re doing the things necessary for them to have the success they’re looking for.
#4 Using Role-Playing to Find Weaknesses
Probably the most important way we can do this is simply by role-playing.
And when we role-play with the people we work with, you don’t make it easy.
You make it challenging, you make it real life.
You have them face the things they’re going to face on a day-in and day-out basis.
And so, in closing, one of the things we know is that if we role play, if we make it very challenging, nobody has ever died from embarrassment in one of our role-play scenarios.
So let me leave you with this.
It’s a quote from the book The Coaching Effect and the three characteristics that great coaches have.
- Number one, they know their people. They spend time and invest in them, not on the business side, but on the personal side.
- Number two, they’re consistent. If I’m going to coach somebody, I can’t keep delaying that even though there’s other things popping up because I just told my person that coaching isn’t important.
- And number three, and probably the most important thing, is they’re not afraid to push and challenge their people.
So let’s figure out why they’re not doing something. Are they unable or are they unwilling? And there’s only one way we can figure that out is by spending time, gaining insight, providing great feedback, and then putting them in the position where they can have success. I hope this video has helped. And as always, contact us at Anthony Cole Training Group. I promise we’ll help. Thanks for listening.