Sales Coaching
“We ask ourselves, 'Who am I to be brilliant, gorgeous, talented, fabulous?'
Actually, who are you not to be?
Your playing small does not serve the world.
There is nothing enlightened about shrinking so that other people won't feel insecure around you. We are all meant to shine, as children do.”
Marianne Williamson
Sales Coaching is tailored for CEOs, founders, top performing sales whales, sole traders, and small businesses. While a sales trainer typically supports large sales teams, focusing on enhancing their overall strategy and process. Our Sales coaches, on the other hand, are seasoned salespeople at the top of their game, exclusively dedicated to sales delivery.
Sales whales. Within most sales teams, there are multiple salespeople, but there is often one standout performer known as the sales whale, sales gun, top producer, quarterback or closer. When working with a sales whale, the sales coach sits alongside them during their key sales activities, offering high-quality one-on-one mentoring to refine their sales pitch. We are also able to help top producers with a variety of sales support and admin reduction. In many cases a small improvement at the pointy end of negotiation is worth dozens of hours of sales work.
CEO’s. When you think about it, a CEO is basically a salesperson. In smaller business this is literal, in larger companies there are many parallels; a CEO is outward facing, concerned with business growth and efficiency, CEOs primarily engage with potential customers and strive to eliminate customer obstacles.
Despite sales being a significant part of their role, most CEOs haven't risen through the sales department. In this scenario, the sales coach's role is to guide the CEO in sales, particularly addressing time-wasting practices and low-yield sales activities. Each person possesses different sales skills, and the sales coach works to enhance the CEO's strengths while identifying areas where other team members can provide support.
Small business owner/Professional. Small businesses can generate substantial profits and revenue without employing many people. Examples include; doctors, solicitors, electricians, dentists, architects, designers, plumbers, and builders. Often, small business owners are forced into the sales role because no one else in the company wants to do it. However, sales is the sole revenue-generating activity, and without it, countless small businesses fail each year. We can identify when a CEO, who is critical to the delivery aspect of the business, also assumes the role of the salesperson by examining the profit and loss statement. If the statement shows a fluctuating pattern (up one month, down the next), it indicates that the business owner focuses solely on sales during slow periods and switches to delivery when sales pick up, resulting in a cycle of inconsistency. If your profit and loss statement resembles a saw's edge, a sales coach may be necessary.
We advise small business owners to allocate 10% of their time to sales, 10% to administration, and 80% to working for their business. In a 40-hour workweek, this translates to only four hours of sales activity. When working with a small business owner, the sales coach optimises those four hours to maximise sales productivity.
"You either suffer the pain of discipline or the pain of regret."
Jim Rohn
Sales is the language of business. Sales coaching, in the realm of business, is the process of providing tailored guidance and support to people that sell, with the aim of enhancing their skills, improving their performance, and ultimately achieving their sales objectives. This collaborative approach involves working closely with a skilled sales coach who assesses individual strengths and weaknesses, designs customised training programs, and offers personalised strategies to optimise sales techniques. The focus of sales coaching lies in skill development, goal setting, performance improvement, and kaizen or continuous learning and incremental improvement. Coaches provide objective feedback, foster confidence, maintain motivation, and help sales professionals overcome challenges by offering fresh perspectives, innovative solutions, and creative problem-solving techniques. Through accountability and a custom-tailored approach, sales coaching nurtures long-term success by equipping professionals with lifelong skills, enabling them to thrive in a dynamic business environment and consistently deliver exceptional sales results.
"You may not realise it when it happens, but a kick in the teeth may be the best thing in the world for you.
Walt Disney
Using a sales coach can offer numerous benefits and enhance sales performance. Here are the top reasons to consider engaging a sales coach:
Trust: It can be difficult to let go of the sales process for many small business owners.
Personal brand: Many small business owners are their own product.
Low cost, lite touch: When learning, most people do not retain more than two key take-aways.
Bespoke sales: Many small business require the owner to manage personal relationships.
Practical experience: A sales coach currently working in the industry will have tried many failed sales avenues and will know to avoid them.
Currently working in Sales: Sales coaches that do not work day-to-day in sales become stale very quickly. Our coaches are all active top of their field.
Existing relationships: An industry expert can often know how to shortcut success with existing partners.
Skill Development: A sales coach can assess your strengths and weaknesses and provide personalised training to improve your sales skills. They can refine your techniques, enhance communication, and develop effective sales strategies.
Goal Achievement: Sales coaches work closely with you to establish specific sales goals and create action plans to attain them. They provide guidance and ensure accountability, enabling consistent progress towards targets.
Performance Improvement: If you're experiencing low sales performance, a sales coach can identify underlying issues and offer targeted solutions. By analysing your sales process and suggesting improvements, they can boost your overall performance.
Confidence Building: Sales can be challenging, often involving rejection and setbacks. A sales coach can provide support, encouragement, and strategies to overcome obstacles. They help build a positive mindset and maintain motivation.
Objective Feedback: Sales coaches provide unbiased feedback on sales techniques, presentations, and strategies. They identify areas for improvement, offer constructive criticism, and help refine your approach.
Customised Approach: Each salesperson is unique, and sales coaches recognise that. They tailor their coaching to your specific needs, addressing your challenges and goals. This personalised guidance accelerates your learning and development.
Accountability: Sales coaches hold you accountable for sales activities and goals with a weekly sales meeting. They track progress, review performance, and provide guidance when necessary. Sales work today means new customers in three months giving peace of mind.
Problem Solving: Sales coaches offer fresh perspectives on sales challenges. They help brainstorm innovative solutions, identify alternative approaches, and navigate difficult sales situations. Their expertise provides valuable insights and creative problem-solving techniques.
Continuous Learning: Sales landscapes constantly evolve, requiring updated knowledge of trends and strategies. Sales coaches stay informed on industry best practices and emerging techniques. They share their knowledge, ensuring adoption of effective sales methodologies.
Long-Term Success: Sales coaching goes beyond short-term improvements. It equips you with lifelong skills and strategies for sustained success in your sales career. Investing in a sales coach positively impacts professional growth and future sales performance.
Remember to select a sales coach with expertise and experience aligned with your goals. Their effectiveness may vary, and commitment to the coaching process is essential.