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Coaching the Sales Person

Written by: Colly Graham

Article Overview: What is coaching and why should you develop the skill? COACHING is a face to face exercise to help you analyse and improve the performance of the sales person

Coaching the Sales Person

What is coaching and why should you develop the skill?

COACHING is a face to face exercise to help you analyse and improve the performance of the sales person

1 Management is getting things done through others
2 You need your sales people more than they need you
3 Your pay is based on what your sales people do not what you do
Deal with behaviour not people
The Role of The Coach

1. The coach should care about people under his guidance

2. The coach should decide how best to use his people and have the ability to teach

3. The coach needs to motivate each individual to work to the best of his ability

POSITIVE INFLUENCE
Three Basic Categories of Influence

Model by Example

Build Caring Relationships

Mentor By Instruction

SEE FEEL HEAR

 Set Objectives And Goals

 High Performance Structures Strengths Are

 Set Objectives And Goals

 Continuously Assess Performance

 Give Feedback

 Continuously Appraise Performance

 Have A Goals Orientated Approach

Related Articles
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  Sales Coaching - The Big Differentiator
  A Top Sales Manager Adapts To The Situation…And Not The Other Way Around
  Sales Management | How To Be A Flexible Sales Leader
  Sales Team Transformation thru Coaching

Article Tags: coach, exercise, guidance, high performance, mentor, performance structures, positive influence, relationships, sales person



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
New Small Business Topic - Hello everyone, I'm on the lookout for new topics to add to my site. We just launched a Franchising section and are planning Human Resources section. Do you have any thoughts for a new section? Here's a list of what we currently have: Angel Investors Branding Bank Loans Business Coaching Business Plan Franchises (New) Insurance Legal Marketing Public Relations Sales Small Biz Loans Venture Capital
Respect?!? - Hi there, A successful business depends on ongoing series of transactions. This inlvolves people. To what extend is respect important? When one thinks of himself alone, like me, me and me, how can respect become real? How many types of respect can we come up with? I think of a few: Respect of disagreement can be one. Then there is Respect of the Customer. Respect of position. Respect of 'Older Person'. By the same token, Respect of the 'Younger ones'. etc..... Has anybody got any other ideas on this subject. Kindest Regards Beat "Unlock People's Potentials!"
Re: need pricing help please - here's my opinion that was derived from the person I heard it from (Russell Brunson) I view internet Marketing products as a Ladder. At the bottom of the Ladder is ebooks and at the top is One on One Coaching. so the ladder would look like this starting from the Top ($$$) to Bottom($) One-to-One Coaching ($$$$$$) Workshops ($$$$$) Teleseminars ($$$$) Video($$$) Audio ($$) ebooks ($) I agree with this methodology mainly because of the convenience factor and value from the customers point of view.


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