In this modern-day competitive world, businesses are finding various new innovative techniques and technologies to improve their sales figures. Sales coaching is one of those techniques of inside sales that helps the sales team drive significant revenue for their company. It can make a great difference in sales performance along with saving an ample amount of time and resources.
However, the present-day selling space is different and has changed considerably over the past few years where traditional methods have started to fade away in terms of their effectiveness.
As per recent studies, sales coaching could escalate sales productivity almost by 88%. But only 50 % of enterprises invest in coaching and development for sales managers.
Therefore, there is a subtle need for managers to learn sales coaching techniques in order to boost the sales figure and meet business objectives. So, below mentioned are the 7 techniques that you can utilize for inside sales coaching. Let’s explore!
Set SMART Goals
Setting effective and result-oriented goals is undeniably one of the most essential aspects of sales coaching. They guide your sales representatives to showcase their maximum potential and help streamline your sales objectives by providing your team with direction and focus.
The field representatives who could actually see a clear and specific sales goal physically on CRM increased productivity by 20%. Hence, you need to make sure your goals are SMART in order to derive maximum output from your team. This SMART formula breaks down into the following:
- Specific means your sales goal must be specific and tangible, and definitely not abstract. It must be tailored to a long-term and specific business objective.
- Measurable implies that your sales goal must be a measurable figure that your representatives must keep in mind and approach towards it.
- Achievable is a self-explanatory phrase which means that you need to make a realistic goal that can be achieved within the required time period.
- Relevant implies that the sales goal you set must be relevant to your business needs and objective that your representatives can easily apprehend.
- Time-sensitive is to put a solid deadline to your representatives on your goal in a pretty straightforward way, for instance, weekly basis, monthly, or even quarterly.
Cultivate A Culture That Fosters Improvements and Continuous Learning
Sales managers need to find ways to cultivate such a culture in their organization that fosters continuous learning along with improvements. Because it motivates your team to work with more enthusiasm with a positive atmosphere in your organization. When the team members respect and help each other, it benefits your organization as a whole.
As positive changes excite everyone and set forth new challenges, you can incorporate new metrics, sales procedures, enhancing tools and technology. Furthermore, recognizing the efforts of your team members with rewards and incentives fills them with hope and rejuvenates them to walk the extra mile to boost sales.
The key here is to hire the right team plus retain them instead of being caught up in the repetitive cycle of recruitment and training. As per a survey conducted by DePaul University, the estimated cost to replace a sales development representative on an average is $114,000. Thus, spend time in capturing and nurturing sales opportunities and groom talents in order to boost your sales goals and save cost on repeated recruitment.
Start Small but Stay Relevant
When you make a plan for sales coaching, start with simple and small steps and figure out the ways you can achieve early momentum. But never forget to stay relevant to what you are seeking from your sales representatives. As explained above, you need to have a relevant goal, similarly, your coaching must be streamlined and tailored to the business objectives.
When you start small, you are actually giving your representatives a chance to warm up for the coaching so that they can be accustomed to it. You can start with either in-person coaching or video coaching whichever works best for you. Besides, there are some video coaching tools available that can ease your coaching process and during the process, your team members can also learn how to utilize the technology.
Always enter coaching sessions with a clear agenda and give representatives an opportunity to express their situations or difficulties. Take a comprehensive step to clear their roadblocks so that they can perform to their optimal potential.
Strategic Guidance and Motivation
When you set your sales goals, communicate it well to your team members. However, delegating the task is not the only responsibility. Make sure the sales representatives get all the required training, tools, and technologies to perform their tasks. And then provide them strategic guidance where you can solve their issues the moment they explain it to you. For this, give your ear to them patiently and guide them when they need it.
In addition, keep your representatives motivated by talking about success stories and give strong examples to back the stories. In fact, they require real-world stories along with case studies to get them inspired. You can also explain the process and techniques that actually work from the starting point to finish.
Furthermore, you can also share your life experiences related to sales to motivate them so that they can feel connected to it. Once you have shred success stories along with expected results, you can break them down into actionable steps so that representatives can implement the techniques to excel in their sales.
Focus on Your Team’s Middle 60%
Many sales managers spend their time and energy on coaching the top 20% and bottom 20% of sales representatives of their team. It implies that they help proactively the top 20% performs as it is rewarding while helping those bottom 20% so as to enhance the overall sales average. And, in the process, that 60 % of sales representatives get the least attention from the coaching. Not to mention, they are the actual core performers who constantly battle on maintaining your sales average.
Consequently, 60% of people cannot perform to their full potential due to a lack of guidance. So, instead of ignoring them, good sales coaching must involve this domain of people too so that the percentile of your top performs increases and ultimately results in greater sales. You can also try recruiting new people if some representatives are consistently underperforming.
Using a tool like Scoop can help you easily segregate all your reps based on their performance. Sales analytics helps you invest your time and efforts at the right place.
Thus, when you are trying to figure out which representatives you must focus on next, just think about those middle of your pack.
Effectual discussions make an integral part of sales coaching to understand what your representatives have grasped in your coaching session. Ask them effective questions by initiating with “what” and “how”. Make the overall session exciting and interactive, yet highly productive. At this time, do not just manage, but lead through effective coaching.
When you ask relevant questions to the representatives, it will clarify the points that they might have missed. and at the same time, it will provide a detailed view of a particular topic. Wear your coaching hats to be non-judgmental and allow them to open themselves to you for discussion. You can discuss the current scenario, performance challenges, technological advancements, and so on to expand their knowledge quotient and help them resolve their issues.
Furthermore, sales coaching is not just about learning the best practices, but also taking constructive feedback to improve. Therefore, offer your feedback honestly. A team that can take feedbacks shows a greater willingness to learn.
Prepare Coaching Scenarios
Before you take up any coaching session, do some homework for yourself. Prepare multiple scenarios and practice them beforehand. Your sales team would evolve over the passage of time in terms of turnover and skillset. Hence, stay effective and efficient for coaching and prepare different scenarios that your representatives might find the most beneficial.
You can have your representative act out a simpler scenario with a role play like voicemail recordings to a prospect. You can provide feedback to them on their messaging and delivery. Furthermore, you can also start off with introductory activities by asking your representatives to answer a question.
Sales coaching must not be limited to just a single flavor, instead, target on various levels and skills of sales representatives. For new representatives, you can engage them to teach on how to give an efficient elevator pitch, whereas experienced ones can learn about specific scenarios of upsell or cross-sell techniques.
Sales coaching is not just an art, but it is a science and constitutes one of the most essential components of overall sales management. Incorporating sales coaching methods, tips, and tools help in achieving targeted results, boost sales, and improve your work culture by streamlining your team to meet the business objective of your organization.
Nurturing talents with sales coaching is all about leveraging a mixture of different skills and techniques to maximize the overall performance of your sales team. By combining SMART goals, developing a healthy work culture, along with motivation and guidance, you can expect your team to exhibit substantial improvements in sales not only in the present but also in the days to come. Because these techniques provide a long term solution to your sales team by keeping them motivated, enthusiastic, and guide them into the path of success.
Thus, implement these techniques at present and beyond along with the latest technologies and tools to expect better business results.
Talk to us to know how your Inside Sales team can benefit from sales coaching.