Training, mentoring or coaching?
Developmental programs for sales organizations are based upon setting the process of setting base level required abilities and skills for the different roles in the sales organization and then assessing the proficiency of salespeople and sales managers against those required abilities and skills.
Most common development tools applied are training, mentoring and coaching.
Training is using knowledge to transfer sales skills; mentoring is applying experience to develop wisdom and coaching is unlocking a person’s potential to maximize his/her performance.
Whose job is to coach people?
Above all, it is a job for sales managers. No matter if they are running an entire sales department or just a team of 10, the key responsibility of a sales manager is to ensure his team is enabled to excel by providing consistent, timely and effective sales coaching to every member of that team.
The reality is slightly different. Sales managers do not coach enough for various reasons, they don’t have enough time, they lack resources, or they simply don’t know how to coach.
Does your team need Sales Coaching
In case you agree with at least one of the following statements, then we are able to help you!
- I am not quite happy with my team performance
- I don’t have resources (time, budget, etc.) for the development of my people
- My leading sales reps do not apply skills acquired in the training
- It has been a long time since we had our last training session
- I want my new sales reps to reach maximum productivity quickly
In case you are wondering
if this is the right thing for your team
Contact us for a personalized meeting