Fixing sales coaching problems improves performances

When it comes to creating positive, intuitive work environments, organizations need to take into account all the tools and services that employees need in order to thrive. These tools include the proper physical and digital assets associated with carrying out everyday work activities. Sales personnel especially need to be outfitted with modern technology assets that conform to the way consumers want to interact with businesses. If companies aren't taking these demands into account, they could be setting sales professionals up for failure.

Taking on trends
In no way is this more obvious than when it comes to how managers and administrators coach employees. The verbal and educational guidance offered to employees needs to mimic current trends and popular technologies associated with best corporate practices. For instance, Business 2 Community pointed out that smartphones and other mobile technology is showing an increasing prevalence and importance in the workplace. While these tools may be helpful for reducing slowdowns at traditional point of sale kiosks and allow personnel to interact with clients while on the go, the source stated that these tools can also lead to poor consumer relationships.

Quantified Impressions reported that sales employees with smartphones at meetings tend to look more at their devices than at clients. This can cause a significant disconnect during the selling process. Proper sales coaching techniques can break employees of these bad habits, but only if businesses are acknowledging the impact of new technology and designing training initiatives to handle them. Addressing eye contact issues are a common educational topic for sales team members, so combining various kinds of training opportunities into the right topic areas will help employees better adjust their pitching and conversation tactics when actually in the midst of a deal with a consumer.

ASTD added that it's common for companies to miss out on these opportunities today. That's because many firms are still using the same training and sales coaching systems they used a decade ago, assuming that these tools help them cut costs by reusing the same materials year after year. On the contrary, recycling outdated educational materials could be costing corporations valuable networking opportunities and robbing personnel of their potential effectiveness. Creating modern coaching materials and educating trainers on the topics they need to cover will help craft more effective sales teams.