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How to effectively coach a sales team

Effectively coaching a sales team is a crucial skill to master. Not only will this enable you to pass on coaching skills to the next level of sales management but you’ll also be able to positively influence your team’s results and develop their abilities and confidence. There are a number of key steps involved in effectively coaching a sales team.

 

Move from manager to coach

 

Coach is a very different role to manager and the first step is to be able to effectively put down the management baton and pick up the coaching one instead. Coaches are listeners who react in a non-judgmental way when staff are open about key issues. Once you’ve established trust in your team about what your coaching role entails you’ll be much more effective in it.

 

Master the use of effective questions

 

As opposed to giving instructions, learn how to ask the kinds of questions that will allow individuals to arrive at their own solutions. Questions that stimulate thinking and inspire results will encourage ownership of outcomes and can be much more motivational than simply telling people what to do.

 

Avoid multi-tasking

 

When you’re in your coaching role, work with staff on one particular area for improvement at a time. Trying to focus on multiple areas can not only feel dispiriting to the employee but is also likely to dilute efforts and make them less successful. Work on the basis that helping your sales team to individually improve one area per year is a measure of success.

 

Give your team choice for greater buy in

 

When it comes to selecting that one area for improvement you are much more likely to get buy in to it if you allow the individual to choose this for themselves. You may think you have the right idea when it comes to what that area should be but if you allow a suggestion made by the employee instead their commitment to change is likely to be higher.

 

Encourage self-assessment

 

It’s all too easy to provide your feedback from a management perspective. However, in a coaching role your goal is to give people the confidence and space to self assess. When employees are able to recognise their own achievements and also identify themselves what they can do to improve leads this inevitably creates greater confidence and commitment.

 

Put a plan in place

 

It’s essential that any planning is put into writing and it should be the individual who takes responsibility for this process. This will not only provide the opportunity for the employee to consider what they are committed to but also how they plan to achieve it.

 

Follow up is essential

 

We all tend to be more focused on a task if we know we are going to be held accountable for completing it so it’s crucial to follow up with an employee once you’ve gone through this process. Use the questioning method to do this in a coaching style, for example by asking what success they have seen with the plan they created, as well as identifying obstacles and solutions to those challenges.

 

Being able to effectively coach a sales team is a crucial skill that can be a transformative experience for those you lead.

 

Find out more by booking onto our Coaching Skills for Sales Managers

In-House Training with PTP

PTP stands for Practical Training for Professionals and our aim is to make our training as practical as possible so delegates can return to the workplace with skills they can implement immediately. PTP now delivers training to over 40% of the FTSE 100.

What you get for your money

What is 1-to-1 training?

1-to-1 training can be based on any of the 100 plus courses that PTP provides, it includes an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site one to one training session at your premises with one of PTP's expert trainers and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

You have the option of a line manager being involved in both telephone conferences, the second telephone conference which can be for feedback and action planning is generally scheduled during the on-site visit.

Who does 1-to-1 training suit?

Individuals taking on a new challenge or responsibilities. Professionals who want a trusted "sounding board" and thinking partner. Executives or managers who want to enhance their leadership effectiveness to achieve organizational and career success. Executives and professionals wanting to compete successfully but still retain balance in their life. Individuals who want to understand their blind spots so that they don't stand in their own way on their path to success. Executives and Professionals who want to improve their interpersonal skills so as to be more effective with bosses, peers, subordinates, or people in general. How much does 1-to-1 training cost?

A 1-to-1 training session costs from as little as £400 + VAT and will include an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site training at your premises and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

What is U-Choose?

Choose from any of the 150 plus courses that PTP provides, and choose from 1 of our 50 plus UK wide training venues. You must book for 2 or more delegates and at least 4 weeks in advance, but that’s it, the course you want where you want it. The reason we ask for a minimum of 4 weeks notice is to enable us to market the course you have scheduled to other companies and organisations. However, if we fail to sell any additional places we guarantee to run the course just for you.

How much does U-Choose Training cost?

U-choose costs the same as our normal open courses i.e. the normal delegate rate. This includes lunch and refreshments throughout the day, framed certification and comprehensive training notes. A U-Choose booking can only be confirmed once we receive payment which can be made via credit/debit card, BACS or cheque. Payment is due at least 4 weeks before the date you request. Please note to be eligible for U-Choose you must book a minimum of 2 delegates on the same course & date.