Sales coaching

Sales coaching

Sales performance coaching is an important investment in its own rights, even the very best sales performers need a coach…a mentor to keep them sharp and at the top of their game. Imagine professional sport without coaching? The problem of course can be time. Coaching sales staff is time consuming and in the short term it can be easier to tell rather than coach even though we know that ability and performance has to be released not dragged out.

Implementation of the key learning outcomes immediately following a training intervention or programme however is absolutely essential to ensure your return on investment. New skills should be nurtured until they become habitual behaviour and second nature. Sadly we are so often the victims of inertia and habit. It’s often easier to settle back into an old routine than it is to embed new processes, particularly if left unchallenged and to our own devices. This is where management coaching comes into its own.

An effective training programme that has demonstrated new techniques and shown how they can be applied should be highly motivational and often this quantum surge of enthusiasm and self-esteem in people can deliver immediate benefits. This state has to be harnessed and early immediate results shouldn’t be confused with long-term behaviours and habit. Investment in development is maximised when activity becomes habit. It is at this point that skills transfer and behaviour has taken place and ROI can be measured.

Did you know that it is possible to develop a habit after 27 days of consistent application of the desired behaviour? After 3 months (assuming success is accompanied) it is almost impossible to undo the behaviour. This is why follow up is so important.

Perhaps you have the time and resource to dedicate to coaching your sales people or perhaps you would prefer to be supported by an expert sales performance coach.

To discuss your sales training, finance training and F&I training please click the following link or telephone +44 (0) 1908 261179 and we will contact you within 24 hours