Consultative Sales Coaching
Individual Sales Coaching That Delivers Immediate Results
If you need one or several of your salespeople to increase sales results but do not have the resources or coaching skills needed, we can help! Our 6-month Sales Growth Coaching Program is developed to help coach your salespeople to find, develop, qualify, and close more deals. And, we’ll teach them to develop and use these skills in a virtual setting as easily as they can in real-world environments.
A personal consultative Sales Growth Coach will be assigned to monitor and track each individual’s sales activities, coach, and hold them accountable for behaviors that will produce revenue. Practice and role-play are a big part of this program’s success formula.
Want to know more? Fill out this form below and we will be in touch within one business day. Or you can call us at (877) 635-5371 to discuss your sales coaching needs.
Benefits of Consultative Sales Coaching, Virtually
We have entered into a new reality when it comes to sales and business success moving forward. In order to stay ahead of the curve, and your competition, you need salespeople who are as comfortable in a virtual environment as they are in face-to-face meetings. Anthony Cole Training has been working with virtual technology for decades, which places us in a unique position to train and coach your salespeople to garner success even in uncertain times. We can give your team the tools and knowledge to employ consultative selling techniques in any environment.
Challenges of Sales Coaching
Coaching has become the single most important competency for sales managers to learn and optimally, they should spend 50% of their time coaching their salespeople. That rarely happens. Coaching is also the single most difficult sales management competency to learn and master. Most sales managers earn their management role after becoming successful salespeople. They typically do not have the skills or a sales coaching process they can implement to coach sales behaviors. Our Sales Growth Coach can help.
Sales Coaching Skills
There are assessments in the marketplace to help sales managers identify if they have what it takes to be an effective sales leader. We use Objective Management Group’s Sales Manager Evaluation. OMG identifies these specific sales coaching skills that a sales leader must master and our Sales Growth Coaches execute:
✅ Consistently Coaches
✅ Debriefs Efficiently
✅ Asks Questions
✅ No Need for Approval from Salespeople
✅ Controls Emotions
✅ Has a Sales Process
✅ Passion for Coaching
✅ Beliefs Support Coaching
✅ Uncovers Compelling Reasons to Buy
✅ Knows How People Buy
✅ Doesn’t Rescue the Salespeople
✅ Effective at Getting Commitments
✅ Handles Joint Sales Calls Effectively
Have your sales managers mastered these skills? Coaching is different than managing and requires clear direction, discussion, examples, and even demonstration of what is expected of a salesperson. This can be hard for a manager, who often must overcome their need for approval from their salespeople. Our Sales Growth Coaches are skilled and adept at asking, listening and staying focused on developing salespeople to be their best.
For example, when coaching sales behaviors, how you say something can be more important than what you say. Instead of saying “You should have asked your prospect about their current provider”, our Sales Growth Coach would ask “What did you find out about their current provider?” Asking questions will allow salespeople to self-discover, which is the most effective learning approach. We will teach your salespeople to utilize a milestone-centric sales process, a dominant skill mastered by “elite” producers. We then use this established sales process to coach and improve their sales activities and behaviors.
Impact of Sales Coaching
Our 6-month Sales Growth Coach Program will help your salespeople learn communication skills that will gain the attention of prospects. We will improve their sales skills through practice, role play and strategy development for short and long-term success. Here’s what we know about salespeople from the sales evaluation data warehouse of Objective Management Group:
- 91 percent are too trusting of prospect
- 68 percent have difficulty recovering from rejection
- 90 percent do not have a clearly defined and effective selling system
- Only 32 percent have written goals
- Salespeople reporting to a manager with strong coaching skills tend to have 26% more closeable late-stage opportunities
Unfortunately, less than two percent of managers are adept at coaching. There are many reasons for this, but among them are: they themselves were not coached or they had a bad experience with coaching; they were elevated to a team lead or manager position based on their sales success and not their coaching performance; and they have not had any coaching training, either formal or informal. Your current sales managers may not be equipped to coach your sales team to success.
Our Sales Coaching Program helped one insurance producer grow new business from $5k to $20k per month on a consistent basis.
An insurance client increased production 27% with our coaching program at a time when the industry was down!
“There are many ‘window shoppers’ for professional and consulting services. Jack with Anthony Cole Training Group taught me how to ensure prospective customers have the budget and capacity to utilize my services. It prevents me from wasting time on people with no intent to buy. It frees up time for those with a compelling need.”
“My team brought in $20,810 in new business this month! We are effectively tripling our past performance on a consistent basis.”