When you coach salespeople through motivational sales training, you have plenty of opportunities to change people’s incomes and lives. To make a big impact on the careers of your salespeople, this article will outline some of the things that you should be mindful of when working with these types of professionals.
How to Coach Your Salespeople
When you coach salespeople through motivational sales training, it’s vital that you do so according to each person’s individual nature. When coaching, do so according to the following values:
- Standards
- Passions
- Integrity
- Boundaries
- Fears
- Goals
- Strengths
- Opportunities for improvement
- Internal and external motivators
The Attitude of Your Salespeople
Excellent sales executives can coach around their salespeople’s philosophy, mindset, assumptions, and beliefs. Before people in sales can sell effectively, they must believe they can do so under any circumstances.
Let’s say that you have a salesperson who doesn’t like to make sales calls. If this is the case, all the scripts, tools and templates won’t be of much help. It isn’t about what this salesperson is doing or even how the salesperson does it. Instead, you will have to battle this person’s core beliefs.
Once you get your sales team to get over fault-ridden assumptions, their negative beliefs, or change their overall attitudes, the behavior of your team will change over time.
Lessons Learned
What have your salespeople learned from your tutelage? Do you find that certain lessons tend to repeat themselves? Do your salespeople understand these lessons? Are there any new possibilities that your salespeople now have as a result of your teachings?
The Best Characteristics for Your Salespeople
These are the qualities that make up either a great sales leader or a manager. Some of the characteristics include some of the following:
- Pro-active
- Strong communicator
- Honest
- Curious
- Organized
- Smart
- Responsive
The list of characteristics is hardly exhaustive. Many types of personalities can make for a good salesperson. But the qualities on this list tend to be the most common in successful salespeople.
If you want sales training from a company with over 25 years of experience, get in touch with The Sales Coaching Institute.
