Coaching the Sales Person

Guest post by: Colly Graham
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Asking the Right Questions - By Colly Graham

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

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Free PDF Download
Asking the Right Questions - By Colly Graham

About the Author: Colly Graham

RSS for Colly's articles - Visit Colly's website
Colly Graham CEO of salesxcellence After graduating from college, Colly entered the field of accountancy however after five years decided to change his career direction in sales. First working for a Fortune 500 company in fast moving consumer goods, his career progressed from selling capital equipment, financial services to internet services, with a wide management experience in both telephone and field sales, concentrating on the recruitment, training and development of sales people, in this role he gained experience in designing and building a number of successful sales teams. Colly brings thirty years of practical experience of selling and his ability to empathize with sales people and establish immediate rapport and credibility as a trainer, (the accolade Colly receives from most sales people is “that he has carried the bag”). A licensed practitioner of NLP Colly trained with Richard Bandler in 1998. When I entered the field of sales, back in 1969, with local franchise holder for Pepsi Cola because of my lack of knowledge of any selling skills I set a goal, to one day, start my own training company. As my career in sales progressed becoming a sales manager, group
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