Training and coaching go hand in hand. Most people want to do the right thing and be the best or at least learn from their mistakes. However, it can be tough to determine what that error is and how to fix it. Sales results mean that you sell better and that you make more money, which is a win-win for everyone. Employees may get the raise they hoped for, and you are seen as successful.
The Issue And Not The Situation
When you see or hear people being rude to customers or other employees, you probably walk over and reprimand them. You feel like you’ve done your duty and they know that they were caught and shouldn’t do it again. However, that feeling of being caught may only be one out of many times when they did the same thing. Therefore, they don’t always get caught and are likely to continue the behavior.
Their Needs
Another reason that coaching for sales results makes sense is that each salesperson has needs that must be met. They need to learn the basics and so much more to be effective in their job. They probably know what to do, such as calling the lead or answering their phone, and they may have scripts or word tracks that they like to use. However, if they aren’t closing deals, there is a problem that should be addressed. Your managers can coach them and find out what the problem is so that they can start working on a solution.
Bring It All Together
Once you’ve got the hang of it, you’ll be able to bring both aspects together, finding out the needs and seeing the bigger issue. Small or big changes can be employed to help them succeed, which helps the business succeed.
