Are you a new kid on the sales block or a sales-savvy pro?
Do you struggle to meet your quotas or are you seeking some fresh new strategies?
Regardless of your experience or circumstances, effective sales coaching has been proven to produce significant results.
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Here are some of the reasons a great coach can offer real value to your sales career.
1. See the forest, not the trees
Your sales performance is like a pixelated image. Up close, all you can see are individual pixels – you have no clear view of the image as a whole. It’s hard to see which pixels fit in smoothly, and which ones may need to be adjusted to form a polished picture.
Your sales coach can help you balance fine details against the big picture, focusing your energy where it can be used most productively.
A coach has the outsider’s advantage of being able to judge which focus – close-up or far away – is necessary to ensure that your performance is the best it can be. Is a setback just random chance, or part of a bigger problem? Your coach will help you decide.
2. Chart a course
Armed with a better and more detailed view of your current level of performance, you and your coach can draw a direct line from point A (where you are now) and point B (where you’d like to be).
These can be big goals like setting a specific sales quota for the period or the year, or stepping stones as simple as becoming more confident leaving professional voicemails.
Take advantage of your coach’s ability to identify your strengths – strengths and skills to build on to get you to point B – and your weaknesses, the stepping stones you need to cover in order to get there.
3. Get ahead of yourself
It’s important to learn from your setbacks and mistakes, but the fast-paced field of sales doesn’t often afford the luxury of time.
Scheduling regular sessions with a coach can help you review your strategies, rehearse and fine-tune your skills, and make sure you’re in top form when you head in to deal with real clients.
A coach can lighten your load in other ways as well. Immersed in the playing field, you don’t always have the time or resources to keep on top of all the latest industry trends and innovations. But staying up-to-date with these things are intrinsic to your coach’s livelihood and success – and as a result, they aid in your success as well.
4. Get connected
Networking is a huge part of any industry, and sales is no exception.
Your coach can serve as a valuable and well-connected resource. They can act as a referral to others in the field, offering an endorsement of your skills, strengths and experience. As a player in the field themselves, they may also be able to put you in touch with people you should or need to have in your network.
Reaching out to people you don’t know can be intimidating, especially when you’re first starting out. Your coach can also give you pointers on how to approach potential contacts and widen your network.
5. An empathetic eye
Coaches are excellent mentors, able to identify your strengths, improve your weaknesses, hone your skills, buff up your network and boost your sales.
They’re there to help you become the best you can be – but they’re also there for when you hit rock-bottom. Even the most experienced salesperson feels on occasion overwhelmed, at a loss, or unsure what to do next.
Family and friends form a wonderful support base, but often times they’re not “inside” the sales world: their support may include emotional bolstering without much constructive guidance. A coach, on the other hand, is intimately acquainted with the highs and lows of sales. They can not only sympathize, but empathize with your frustrations and concerns, as well as offer insight and advice.