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Sales Coaching Action Plan

Guest post by: Fritz Glaus

Article Overview: As in every field of coaching, coaching in sales is more effective if it is based on an action plan. What should that plan consist of and what is required of a sales coach that enables him to do an adequate job of it?

Sales Coaching Action Plan

As in every field of coaching, coaching in sales is more effective if it is based on an action plan. What should that plan consist of and what is required of a sales coach that enables him to do an adequate job of it? Here is what needs to be done and what is required of you, the sales coach.

1. Decide on the present coaching requirements of your sales team

2. Establish a coaching schedule / time table for the intended meeting(s)

3. Convene the sales team and wait for replies to insure that you get the attendance you require

4. Decide on the precise contents of the planned coaching session(s)

To carry out the coaching in accordance with the above steps, there are certain basic qualities that you must have, namely:

a. You must know yourself well, so that you can accentuate your leadership strengths and control your weaknesses. As you know, every person has both strengths and weaknesses

b. You must know your sales team well, individually as well as a group, which means you must know and understand the strengths and weaknesses they have

c. You must have an excellent grasp of the sales process in general

d. You must possess good insight into the selling context at hand

e. You must have a desire for continuous improvement in general

f. You must have a strong desire for continuous self-improvement

As can be seen, the drawing up of a Sales Coaching Action Plan cannot be done off the cuff. It needs to be learned and developed if it is to be done well rather than by mechanically following a formula. It requires a good basic understanding of who the coach is himself and who the members of his sales team are. Only a person interested in understanding self will have an objective idea of what his strengths and weaknesses are. And only such a coach will be able to develop an objective understanding and appreciation of his sales team. This will then allow him to determine the coaching needs they have.

The coach who is desirous of improving himself knows the truth of the saying that ‘'no matter how good you are, you can always be better and greater''. Such a coach has a natural desire to become better all the time. To that end, he is willing to continue to look at himself and find out more about himself, even though he already understands himself well.

One thing that is of utmost importance when working to improve one's understanding of self is that the first aspect of oneself that needs to be examined is one's motivations, one's likes and dislikes. This is because each person possesses a pattern of inborn motivations that is distinctly their own. The pattern of one's motivations is equivalent to the pattern in which one makes use of the three intelligences, the body, mind and heart intelligences, as recently explained by Neuroscience. It is evident that each group of people that manifests a particular pattern of motivations or pattern of use of the three intelligences is different in their thinking and in their behavior from other groups.

If a sales coach is competent, he has realized during his reflections about people that this difference between groups of people exists, that people with similar patterns of motivations belong to a particular group or type of persons and that each type manifests different characteristics and different behaviors.

Once you have determined your own pattern of motivations or your own pattern of use of the three intelligences, you will understand what your strengths are and you will be able to bring about ongoing improvements in your work as a sales coach. This will put you in a position to draw up a quality Sales Coaching Action Plan that will serve you well in your daily coaching.

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Article Tags: action plan, coach, motivation, sales coaching, sales development, selfknowledge, selfunderstanding
Referred by: http://www.threebrainsynergy.com



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