Good sales coaching leads to better employee performance

Businesses may think that their sales coaching strategies aren't working if they aren't getting the kind of significant returns on their investments that they expect. The trouble is, if companies are using the wrong coaching methods, this is an easy problem to encounter. The issue lies with determining what kinds of activities and training strategies are most effective for different lines of service. In order to make this assessment, companies should first look at the kinds of services they offer and then incorporate these different departments' unique needs into the goals firms want each branch to achieve.

Business 2 Community wrote that it's important for organizations to start their sales coaching plans by creating a strict set of objectives they need to obtain. Much of what falls by the wayside at the end of traditional training and one-to-one coaching is the total idea of why personnel are being educated. If workers are simply being shown a new application or initiative without the context of what they're meant to strive for with their growing skills, they won't have anything to actually work toward or any drive to improve performance. Once outcomes are defined, companies can incentivize and encourage staff members in a clear direction accompanied by progress benchmarks and easier gamification strategies.

Catering to concerns
The other problem with traditional educational methods is that they don't focus on the individual needs of employees. Business 2 Community added that sales coaching should use feedback from personnel and their associates, as well as HR software and performance management solutions, in order to seek out the learning styles that best suit each worker. Especially when it comes to those members of staff with the biggest problems with training or conforming to introduced initiatives, companies should take these learning curves into consideration.

This strategy proved effective for helping pharmaceutical organizations. A recent tradeshow in Las Vegas, ThoughtSpot 2013, showed that certain sales coaching techniques helped regional drug companies increase their sales-per-employee by as much as 5 percent. Some of these strategies included changing store hours, making personnel more available to clients and offering one-to-one training to technicians in the most need of assistance. By creating customized education plans and creating clear objectives, sales coaching can have a much more significant impact on productivity and performance.