There are a number of reasons why personnel fail at meeting specified goals. While some leaders may feel that employees simply aren't trying hard enough, the real cause is often linked to the kinds of targets companies set up for their associates and the methods used in sales coaching to help personnel reach these specified outcomes. When firms aren't giving their staff members the right tools to obtain success, there can be significant issues not only with hitting desired revenue outcomes, but also with satisfaction, engagement and total workforce retention.
To avoid these pitfalls, managers and sales coaching experts need to focus their skills and attention toward the right kinds of training initiatives. There are some techniques and tools that professionals continue to use in instructing frontline salespeople that simply don't work, so adjusting for modern trends and phasing out unsuccessful tools should take priority when offering advice to personnel.
Common selling errors
The Memphis Daily News wrote that there are certain tactics sales coaching teaches that do not work the way personnel think they do. One of the major ones is trying to force a sale when an employee is met with resistance on the part of the customer. This is a common issue, the source stated, and one that is often met with increased pressure on the part of the associate. Instead of trying to force customers into a situation they are not comfortable with, which will likely lead to losing that shopper outright or creating a negative relationship, it's best for staff to take a different approach.
Specifically, sales coaching should teach employees how to be better listeners. The lack of effective communication is another problem that the Daily News pointed out, in that sales associates assume that they know what's best for a customer and try to steer them toward a specific product or service. It's important that employees are taught to listen to what their clients are saying and take into account what they understand about that person's situation, but giving suggestions is much different than telling a consumer what to buy.
Explaining why a certain product is more appropriate for that client's particular situation can lead to much more positive sales outcomes and generate future leads. It also helps to reduce the likelihood of alienating a customer. When met with resistance, sales coaching should train personnel to become better listeners and work with the client, thereby ensuring ongoing positive interactions and reducing frustration for both the shopper and the staff member.