Real simple:Â To work on HOW to sell in your company system better!
Think of how much money companies invest in training their sales people and in creating effective sales systems that produce revenue in good times and bad (now anyone?). Then ask yourself what does all that investment create? The answer is potential to create sales. That is absolutely critical for increased sales (potential), but, worthless without the next step.
The next step is, after learning WHAT the system is and WHAT you are supposed to do as a salesperson in it, to work on performing better within that system. A Sales Coach helps a trained salesperson (that knows what they are supposed to do) to do it better. All the roadblocks that can be thrown up in ones face during the implementation of your sales proces is where a Sales Coach earns their keep by helping your salespeople sell more within your system.
Additionally, by having an outside person that helps them to perform better, the Sales Coach is a very important retention force within your company. When evaluating hiring a Sales Coach for your company, evaluate the investment within the scope of how much it costs to find, hire and train a NEW sales person. All of the sudden, the investment of paying someone to get more out of what you all ready paid for becomes a whole bunch more exciting.
Mike
2 responses so far ↓
1 peter hodgson // Feb 13, 2009 at 6:03 am
How true but we do seem to see coaches as more for management and personal development? can a caoch really drive sales up for us as in any economy that has to be a critical MUST. Look forward to next steps, give us more sir.
2 Mike // Feb 13, 2009 at 2:46 pm
Peter,
Good to hear from you. Difficult, but, good question. Here is the deal: It takes a coachable student and an excellent coach to create great results in tough economic conditions.
A coach can be direct, fierce, insightful and brilliant…but if the salesperson won’t do the work…it is all for naught. The key is that an excellent coach will work both with the manager and the salesperson to ensure that the time spent is worthwhile and that management issues are best left for management.
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