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What should my sales team expect from a successful Sales Coach?

Written by: Trent Leyshan

Article Overview: Successful sales coaching requires patience, a good ear, curiosity and of course the ability to provide individual sales people or sales teams with the right information at the right time. These relationships empower the recipients with knowledge and the confidence to maneuver themselves toward the right outcomes. Wisdom is knowledge applied. Therefore the sales coach prefers not to impart his wisdom directly, instead coaching the sales people or sales team to find their wisdom through their own questioning, answering and experiences.

What should my sales team expect from a successful Sales Coach?

Successful sales coaching requires patience, a good ear, curiosity and of course the ability to provide individual sales people or sales teams with the right information at the right time. These relationships empower the recipients with knowledge and the confidence to maneuver themselves toward the right outcomes. Wisdom is knowledge applied. Therefore the sales coach prefers not to impart his wisdom directly, instead coaching the sales people or sales team to find their wisdom through their own questioning, answering and experiences.

A sales coach is often thought of as an authoritarian figure that tells people how to do things in a certain way. This notion is not accurate. A sales coach that adds value is someone who posses the ability to provide their team with; guidance, insight into their own behaviours and provide non subjective context in which the sales team members can explore safely. This provided them with the necessary knowledge they need to apply to actions and behaviors to create positive outcomes.

A successful sales coach may conduct ‘1 on 1’ sales coaching depending on the individual or team’s problems and opportunities. A sales coach may be engaged on an ad hoc basis or a long term commitment depending on the needs of the team and business. A sales coach is not responsible for the sales team’s success - that responsibility lies with the sales manager and sales team members. However, a successful sales coach always coaches for a successful outcome, with the team being accountable and responsible for both failure and indeed the obvious outcome: success!

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Article Tags: authoritarian figure, behaviours, confidence, curiosity, experiences, failure, good ear, guidance, individual sales, insight, necessary knowledge, notion, patience, relationships, right time, sales coaching, successful sales, team members, term commitment, wisdom



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