This article looks at sales coaching for Sales managers, sales professionalls and sales individuals. This 60 tool is by far one of the most powerful sales coaching tools available to motivate and inspire sales staff.
This is a 60 second framework for putting together a fantastic, rewarding, motivating and/or challenging session coaching session for your sales staff in under 60 seconds. The example below demonstrates how it can be used on a telesales staff member whi is not making their numbers.
60 Second Sales Coaching For Sales Managers, Sales Directors and Team Leaders.
1) Opening Statement
“I want to Talk to you about” ———-The Area Of Performance
2) Observation
“I have noticed that……..” ————–Describe The Performance or Behaviour
3) Impact
“The Impact is……..” ——-Describe The Impact on the Job being done..
4) Request
“From Now On I would Like You To……..”——–Describe How To Improve Performance Or Behaviour
Example:
1 . I have received your last weeks call statistics and would like to talk to you about your call numbers…………
2. I have noticed that after 3 months with us most telesales staff are making 80 calls per day and You are currently making 50……………
3. The impact to the telesales teams sales targets is quite significant as 30 calls per day usually brings us 2 sales of around £500 each, so we are losing around £1,000 per day as a result.
4. What I would like you to do is work with me to develop a personal plan of training and coaching we can commit to that will get you to your 80 calls per day.
A much cleaner way of instant coaching.
UK Sales Coaching For Sales Managers - A 60 second tool - To learn more about this author, visit Peter O'Donoghue's Website.
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Peter O'Donoghue
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Peter O'Donoghue is a UK Sales Expert
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