Sales coaching tip - you can start afresh in 2014
The New Year is the perfect time to improve your team members’ sales habits. As you know, your team’s 2013 sales results are a by-product of the sales behaviors they engaged in last year. The start of the year provides an ideal opportunity to ignite renewed commitment to improving your salespeople’s sales habits for 2014.
How do you do this?
By facilitating your team’s sales habit development and exploring the contrast between their behaviors that contributed to their sales success to those behaviors that didn’t. You can do so during your sales coaching sessions in the next few weeks by reviewing what worked well for your team members and what didn’t go as well as they would have liked.
During this conversation, you may find it helpful to provide some structure for your salespeople. For example, you may explore the effectiveness of their:
- Discovery questions – discuss the questions your salespeople ask to determine their prospects’ needs
- Listening to identify their prospects’ needs – discover what your team members do to demonstrate they are listening so prospects feel they are being listened to
- Value proposition – listen to what your salespeople say about why prospects should buy from them (instead of the competition)
- Client success stories – find out what true client stories each team member uses to address their prospects’ concerns
- Information sharing – explore the information your team shares with prospects in response to their needs
- Positioning statement – discover what your team members say when someone asks what they do
- Asking for the sale – listen to how your salespeople transition their conversations to when prospects buy
- Response to price objections – find out what your team members say once they discover prospects have an objection
- Ability to get referrals – explore the various ways your team asks for referrals
- Prospecting strategies – discover the strategies your salespeople employ to attract more new business
As you listen to each of your team members, you’ll quickly discover their strengths and their opportunities for improvement. When you discover you have a team member who is outstanding at any of the above, provide that individual with the option to do some peer coaching. And when you find team member are struggling, use the information to help customise their sales coaching to fill their skill gap.
The insights that each of your team members gains during their discussions become the foundation to improve their individual sales coaching sessions. By helping your team members look at their sales actions with fresh eyes, you’ll coach them to develop more effective sales habits and set them up for greater success in 2014.
About the author
This post is written by Peri Shawn, the award-winning author of Sell More with Sales Coaching (Wiley Publishing).
Find out more at www.CoachingandSalesInstitute.com.