Foster a Coaching-Friendly Sales Environment

[rifat28dddd]

“It can look like this,” he says. “A salesperson is struggling with bringing an opportunity to the next stage of the sales process. They go to their coach. The coach, being an experienced salesperson themselves, sees what the problem is and immediately tells the salesperson what they need to do.”
In this scenario? The salesperson is being managed—not coached.

“Coaching, in this instance, would involve asking the individual open-ended questions that help them discover what they need to do and the internal motivation to do it.

“If additional skills are required, it helps the india telegram data individual discover what those skills are and identify opportunities to develop them.”
Manage when you need an individual to align with the company’s goals and produce the results they’re being paid to produce.

Coach when your rep needs to develop specific sales skills or define big-picture motivation. Coaching is more person-driven—even with an agenda.

6.
Some reps just aren’t coachable. They disagree with your process—and disregard your advice.

Sometimes, it’s not your fault. But you can make sure it’s not your fault by establishing a healthy coaching environment.

According to Dave Kurlan, Sales Performance Expert, there are three key conditions: