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Sales coaching – Why it should be a priority

Sales reps that get 30 minutes or fewer of sales coaching a week have win rates of 43%, while those who receive at least 2 hours of coaching a week have a win rate of 56%, shared by Webinar Care. This statistic highlights how important having regular sales coaching for your sales team is, as it will have a big impact on the number of sales your business makes. In this article, we will look at what sales coaching is, how to implement it and why it should be a priority for your business.

What is sales coaching?

Sales coaching is when sales representatives are monitored by coaches that will assist the team members to identify areas that they are able to improve in when making a sale. Furthermore, a sales coach will help sales representatives feel more confident when interacting with clients, using methods that increase the likelihood of winning deals, and help build skills that will help them succeed. A sales coach’s aim is to maximise the sales representatives’ performance, so they are able to make the most sales possible for your business.

The Center for Sales Strategy highlights that sales teams that have dynamic sales coaching programs achieve 28% higher win rates than those that do not.

What are the benefits of sales coaching?

There are multiple benefits of sales coaching such as:

Provide a better customer service

Your sales representatives will be able to provide better customer service to your clients if they get regular sales coaching. By giving your customers better service, you will likely be able to win more deals, learn more about your customers and generate more revenue for your business.

Increase customer loyalty

Sales coaching can help businesses increase their customer loyalty by developing a long-term relationship with them during interactions. By a sales coach helping your team be able to develop this skill, you will get a steadier stream of revenue through repeat purchases. Tada shares that loyal customer is great for businesses as they are 10 times more valuable than new customers.

Create a better brand image

Coaching will help your business provide better customer service which will lead to your business having an improved brand image. Customers will have a better experience with your business, leading to them leaving positive reviews, recommending your products and services to friends, and spreading positive awareness through word of mouth. This will attract new customers to your business and put your business in a better competitive position in its market.

Get a great return on investment

If you offer sales coaching to your sales team your business will experience a good ROI as you will be able to make more sales and generate more revenue. Checkli states that businesses that provide sales coaching to their team will generate 16.7% more annual revenue.

Increase in employee retention

The Conference Board shares that 58% of team members who do not feel like there is an opportunity to grow and progress in their business are likely to leave the company. By introducing sales coaching to your sales team, they will get a better sense that they are able to improve and progress in your business as it acts as added support. This will increase the chances that your team members will stay with your business and have higher morale.

Tips for your sales coaching

To get these benefits, you need to make sure you provide the best sales coaching possible. Here are tips to ensure that happens:

Focus on everyone

You should ensure that your sales coaches are focusing on all of your sales representatives instead of only the ones that are finding things challenging. Every team member will have room to improve, so if you have sales representatives that are performing at a good level, you should still incorporate sales coaching for them so they can become even more efficient in their processes. This will help your business consistently improve will all sales representatives evolving with coaching.

Have regular sales coaching

Having regular sales coaching is very important for its effectiveness of it. If you do not have sales coaching enough, your sales representatives will not get the full benefits out of it and improve as much as they could with more regular training. If you have regular sales coaching, your ROI will be improved with sales representatives making more sales and generating more revenue.

Use data to track performance

For effective sales training, the use of data and statistics is essential. You must be able to track sales representatives’ performances, viewing how many deals are being won and lost and at what stages of the sales funnel. This will help sales coaches pinpoint the areas that each sales representative will need to improve, focusing the training more. As a result, team members will have more valuable takeaways from the coaching which will allow them to perform at a higher level. Furthermore, management and leadership will be able to track team members’ progress to see how effective the coaching is.

Make sales coaching mandatory but fun

If sales coaching is made to be mandatory by businesses, then all the sales representatives will take part in it and benefit from it. As well as this, if the mandatory sales coaching is given to team members in a fun engaging way, it will increase the incentive for sales representatives to take part and be fully engages with the coaching.

Understand your team

Understanding each team member’s personality type is very important when trying to offer good sales coaching. Some sales representatives may respond better to criticism from others, so it is important to know which team members you are able to give more tough love to, and which team members you will need to suggest improvements in different ways to keep the morale of your team high. You can get a better understanding of your team by interacting with them more at work, at work social events and in meetings.

Keep a positive atmosphere

You must keep a positive atmosphere when you are interacting with team members and helping them improve. Bonding with your sales representatives and keeping a positive atmosphere will keep their morale high during the sales coaching, increasing the likelihood that they will take valuable lessons from the training and improve their performance. Team morale will be high, helping your business make more deals, generate more revenue, and attract new team members to join your company.

Enhance your sales coaching with TEB

TEB is a sales automation CRM software that will help you enhance your sales coaching to bring your team to a whole new level. With TEB, you can help your sales representatives perform at the highest level possible, increasing your sales and revenue. TEB has stand-out features to achieve this, such as:

• Track your sales team’s performance – View how many deals are being won and lost by each sales representative to get a better understanding of your team
• View customer storyboards – See a storyboard of your customer’s entire sales journey to better understand where deals are lost and where sales representatives meet challenges
• Generate 250+ reports – Pinpoint and analyse areas of performance with reports to understand how your team is performing and what they may find challenging
• Create TEB teams – Create and organise your teams after coaching to suit your team’s strengths

Schedule a demo to see these features live in action, and how TEB will transform your sales coaching to increase your sales and revenue.

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