Sales Coaching

Why Coach?

Sales Training works really well for larger groups where the learning needs of participants are roughly aligned. Training is ideal when learning needs to be transferred quickly. As a consequence, training interventions typically take place over several days – often staggered. Once learning has been transmitted the intervention is deemed to have been completed.

Yet in the real, often hectic world of selling, it can be problematic to get whole teams together in one place. And even when you do salespeople can learn at very different speeds. Sometimes a more private, intimate learning environment is preferable – and this is where coaching scores highly.

Coaching sessions are short, focused and take place weekly or fortnightly or monthly until the pre-agreed coaching objectives have been met.

Sales Leaders Benefit

Coaching can be really helpful for Sales Leaders who feel they have certain gaps or “Achilles heels” in the skills sets and would prefer to fix those gaps away from the teams that they are leading.

The aim of all coaching is to help performers perform better (sell more).

Coaching programmes are usually bespoke, with contents agreed based upon the needs of the participating coaches.

Quantum coaches Sales Executives and Sale Leaders. Frequently our work with Leaders has a “coach the coach” dimension.

When Quantum’s work is done your senior people have been equipped with the necessary coaching skills to facilitate in-house coaching from then on in.

Whilst the list below is by no means exhaustive Coaching topics can include:

• • • The Core Coaching Principles
    • When Should I Coach?
    • Coaching Individuals in your Team
    • Getting Ready for the Coaching Conversation
    • Types of Coaching Conversations
    • The Coaching Process
    • Identifying Issues that require Coaching
    • Relationship Building
    • Sales Process
    • Evaluating Sales Skills Levels
    • Coaching Plans