what is sales coaching

Sales can be a tough business, especially if you’re not well acquainted with the practice. Often, entrepreneurs begin a business with a good idea, only to find they don’t know how to sell that idea to someone else. Given the fact that most businesses close rather than become successful, there is little margin for error. Hiring a sales coach can be a valuable tool that will provide a solid return on investment, instilling practices that will benefit you for years to come.

What Is a Sales Coach?

A sales coach is just what it sounds like: someone you hire to help you learn strategies to improve your company’s sales and gain new customers (all while retaining the customers you already have). If you don’t have a sales manager or your sales manager is too overloaded to take your new sales reps under their wing, you might want to hire a coach.

If you have your own sales department, you might be surprised to learn that 3 out of 4 salespeople aren’t effective at their jobs. The main reason is because they’ve received no formal education or training about how to sell.

sales coaching NJProfessional sales coaching differs from sales training. While training occurs in a classroom setting with a group of reps, coaching involves an individualized, one-on-one relationship. Sales training happens over a matter of weeks; sales coaching takes place over months.

Here’s an example: a sales training seminar might guide reps through a sales call or encourage workers to follow a script. What happens when a call goes off script? Your sales rep will be in a lurch.

A coach, on the other hand, may help reps prepare for calls by role-playing and anticipating the different turns a call might take. A sales coach also has the time to review the call with the rep and discuss strengths and weak spots. This individualized attention will make anyone more savvy with their sales, whether it’s members of a department or a solopreneur.

Choosing a Sales Coach

It’s important to remember that there are several different coaching styles. You should choose someone who aligns with your personal and business philosophies and goals. If your personalities don’t mesh in your initial meeting, you might not get as much out of your experience.

In short, sales coaching can take your business to the next level. If you want to improve your bottom line, garner more business, and make your sales team more effective employees, consider hiring a sales coach.

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