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Sales Coaching Strategies – Do I Need This For My Business?

Updated: Sep 5


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Sales coaching can help you to grow past the basics of sales and identify areas for improvement. However, sales Coaching is more than just teaching the fundamentals of sales – it's about evaluating your current approach, identifying areas of opportunity, and developing strategies to improve your overall performance in a most beneficial way for you.


This article will cover some tips on what you should know before going into a session with your coach to have the best chance of success.



Why Should I Consider Sales Coaching?


Sales coaching sessions can be intense, but there are things you should do in preparation to make sure they go smoothly.

Below are three steps for preparing yourself mentally as well as physically before each session:

  • create goals

  • prioritize them

  • break them down into actionable tasks

All of these will lead up to the desired outcome. The main goal of sales coaching is to evaluate your current approach, identify areas of opportunity and develop strategies to improve your overall performance in the most beneficial way for you.



Step 1: Create Goals


a paper with the word Goal written on it in a black typewriter

The first step is to understand what you want out of the coaching session- here are some questions you need to answer before your first session: What is your ultimate goal of the coaching? Why do you want to achieve this goal? What other goals might be beneficial to achieving the big one?



Step 2: Prioritize


After creating goals, rank them in order of importance. Next, think about what's most important to achieving your overall sales objective. For long-term development and performance improvement, strategic thinking should focus on only a few main priorities at any given time.



Step 3: Break It Down


After prioritizing your goals into short term, medium-term, and long term outcomes, they need to be broken down into actionable tasks that will lead to reaching these outcomes. This will ensure that your performance improvement strategy has an adequate foundation. To utilize this concept effectively, you need to set a schedule of what tasks and goals must be accomplished on which days.


For example, if your main priority is to close 15 sales calls per week, this would mean setting aside time every day to do the following:

  • Develop and practice call plans on prospects that fit with your target market

  • Work on closing objections

  • Follow up with candidates that have requested additional information about your service or product

  • Tips for effective face-to-face communication techniques

  • Build relationships by social media networking

All these activities are small steps towards achieving an overall more significant goal. They should be added onto any other critical daily tasks like taking care of customer complaints or managing projects at work, so it doesn't overburden you with too many tasks at once.



The Bottom Line


When prioritizing goals, setting deadlines, and breaking down bigger goals into smaller ones, you should also note your performance level and make adjustments accordingly to become more effective.


For example, notice that following up on prospects who have requested information is taking a lot longer than expected because you are having difficulties remembering their names or titles. It may be time to invest in some technology or software like Salesforce to help eliminate this issue so that you can stay on track with other priorities.


Add any additional notes about how things are going and specific strategies that worked for you when getting things done in the past; writing these notes down will help keep your mind clear from distractions.

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