Sales

Essential tips to amplify your team’s performance

Health Industry Hub | February 3, 2020 |
[Total: 1    Average: 4/5]

In today’s sales environment, where product and service solutions and customer relationships are growing more complex, there is an increasing need to continually raise the skill level of the sales team to boost performance. Managers play a critical role in making sure those skills are learned and implemented.

According to Wilson Learning, sales manager coaching is the number one action that can amplify organisational sales performance.

Barriers to Coaching Effectiveness

There are certain barriers buffering sales managers’ effectiveness in coaching and supporting their sales team. The primary barriers to sales manager coaching are:

  1. Time
  2. Skills
  3. Motivation

Time: Real or perceived, the number one reason managers give for not coaching more is they simply don’t have the time. What are they doing? Field days supporting customer needs, attending third-party meetings with sales team, tracking team performance, writing forecasts and budgets, delivering on senior management requests and participating in internal cross-functional meetings. The thought of a lengthy coaching session with their salespeople is daunting to busy sales managers.

Skills: Most organisations elevate their superstar salespeople into the management rank and expect the same degree of success as a manager, but often without an ongoing development plan and training to prepare them to coach.

Motivation: Organisational rewards drive sales managers to focus on monthly or quarterly results. Coaching is about building long-term capability. Spending time coaching salespeople is often a thankless activity; salespeople don’t always like their poor performance singled out. In addition, sales managers don’t often understand the amplifying effect coaching has on top-line performance.

Scaling the Barriers to Enable Sales Managers to be Better Coaches

Mindset

Coaching starts with managers; if they aren’t motivated to initiate a coaching activity, nothing happens. If managers view coaching as something they do “in addition to their real job,” it inevitably gets pushed out by more urgent tasks. Shaping a coaching mindset starts with a well-designed process to develop and support sales managers as coaches. If managers are left to learn how to coach on their own, organisations are failing to leverage the amplifying impact of a skilled coach – defined as correcting, maintaining, improving, and stretching individual performance.

Skill Set

While there are many coaching models and approaches you could use with sales managers, the best approaches incorporate these three elements:

  • The most effective sales manager coaching is “curb-side coaching”—the 2- to 4-minute coaching conversations managers can have before and after sales calls.
  • The frequency of coaching is more effective than longer but infrequent coaching sessions. It’s better to have ten 4-minute coaching conversations than a 60-minute coaching session.
  • The simpler the coaching process, the better.

“The ABCs of Sales Coaching” gives managers simple phrases to use and ways to easily slide into a 3- to 4-minute coaching session.

  • Align expectations: “During the call, the xyz selling model suggests . . .”
  • Behaviour observations: “What I saw was . . .” “What I heard was . . .”
  • Coaching conversation: “What do you think you should do differently in the future . . .”

Remember…

  • Manager involvement is the single most important activity to increase use of selling skills.
  • Managers need both sales skills and coaching skills.
  • Frequent, short coaching conversations are better than periodic performance reviews.

Reference: Adapted from https://www.wilsonlearning.com/


About the author

About the author

Lorem ipsum dolor sit amet, consectetur adipiscing elit. Nam luctus finibus scelerisque. Nunc bibendum ipsum sed augue fringilla fringilla. Nullam at consectetur leo. Praesent viverra rutrum porta. Quisque vitae mi vel purus vulputate tincidunt. Class aptent taciti sociosqu ad litora torquent per conubia nostra, per inceptos himenaeos. Suspendisse et mi quis nisi rhoncus feugiat at ac tellus. Sed aliquam sodales nulla ac auctor. Sed pretium lobortis purus accumsan ullamcorper. Phasellus sodales vel odio in lobortis. Duis maximus sagittis bibendum. Interdum et malesuada fames ac ante ipsum primis in faucibus. Nunc dictum tincidunt ipsum in vestibulum. Donec ut sem consectetur, aliquam quam vitae, pharetra orci. Nam egestas non velit eu rhoncus. Duis congue neque non lacus tincidunt porta. Vestibulum ultricies pulvinar sem, molestie congue dui aliquet non.
  • Ut imperdiet leo id lorem fermentum consectetur.
  • Ut vitae orci et dui varius tincidunt.
  • Ut id magna non libero vestibulum pharetra ac faucibus nulla.
Aliquam erat volutpat. Vestibulum vitae varius diam. Nulla eget congue ante. Nunc ullamcorper sagittis augue vel dictum. Mauris finibus nibh ut pulvinar auctor. Vestibulum ut faucibus nisi. Orci varius natoque penatibus et magnis dis parturient montes, nascetur ridiculus mus. Quisque porta tortor ac justo malesuada elementum. Nulla tellus ante, cursus nec ex sit amet, suscipit bibendum arcu. Duis posuere orci dui, et mollis enim dictum at. Sed ullamcorper, sapien ut vulputate viverra, sem purus porttitor tellus, nec mattis mauris ligula sed risus. Nulla sagittis id ipsum eu mattis. Link to full profile

Marketing & Strategy

PRIME Award 2020 winners announced

Health Industry Hub | September 24, 2020 |

The first ever virtual PRIME Awards saw the best and brightest healthcare communications work recognised in the pharmaceutical and life […]

More


News & Trends - Pharmaceuticals

Pharma News - Australia’s first Antimicrobial Resistance Network to combat global health threat

Australia’s first Antimicrobial Resistance Network to combat global health threat

Health Industry Hub | September 24, 2020 |

Please log in to Health Industry Hub to view this content in the News menu → Pharmaceuticals sub-menu.

More


News & Trends - Medical Technology

MedTech News - Companies playing an important role in the robot-assisted surgery market

Companies playing an important role in the robot-assisted surgery market

Health Industry Hub | September 23, 2020 |

MedTech News: The market for surgical robots is expected to grow from USD 6.7 billion in 2020 to USD 11.8 […]

More


News & Trends - Pharmaceuticals

Pharma News - Roche acquires Inflazome co-founded by local researcher

Roche acquires Inflazome co-founded by local researcher

Health Industry Hub | September 23, 2020 |

Please log in to Health Industry Hub to view this content in the News menu → Pharmaceuticals sub-menu.

More