Sales performance coaching solutions from Shervin Kalimi Chadorchi Sydney, Australia? Using a unique approach that solves intricate personal mindset issues, I will turn your team into no-nonsense go-getters. Working out personal blockers will give your sales team the professional breakthroughs they need to make a mark in the company. Rather than discard my negative experiences, I embraced them and turned them into points of learning which I share with my mentees and the people I coach. No experience in life is meaningless, there’s always a nugget or two to grab from them and that’s what I help my clients to realize. See additional information on Shervin Chadorchi.
Sales Coaching Models: A quick search will reveal hundreds of sales coaching models, emphasizing that there is no “one-size-fits-all” approach. What works for one team, might not work for another. If your sales rep team uses specific methodologies in their work, you might consider a sales coaching model that adapts to those methods. If your sales team employs several different sales processes, you might look for a more flexible sales coaching program. If you aren’t sure if a coaching model is a good fit, ask your team. To get their feedback, consider using an employee feedback tool or conducting an internal survey. Now that you have a better understanding of what sales coaching is and why it’s important, let’s look at some sales coaching techniques you can implement.
How to improve your sales performance? Here is a suggestion from Shervin Chadorchi : Tailor Incentives to Strategies that Increase Sales: Incentive compensation is the main driver of sales behaviors. Getting it right is a critical step in how to improve your sales performance. The most important factor in your compensation is aligning sales incentives with overarching objectives. This ensures your sales team is targeting the right opportunities and prioritizing the best deals to reach your goals. However, no two positions play the same role in closing deals. Creating incentives specific to each position motivates your team and empowers them to succeed.
Yet, despite touting the benefits of sales coaching programs, very few companies have a formal investment in place. Coaching is often approached on an ad-hoc basis — a new rep asking a tenured one for advice, for instance. These interactions are useful, but programmatizing coaching distributes its benefits to a broader audience: the salesperson, the sales manager, and the buyer. For sales reps, coaching provides the space needed to address deficiencies in core competencies. The process of self-discovery is difficult to achieve in group settings like team meetings, where some reps may hesitate to publicly share failures or top sellers may dominate the conversation. Through coaching, sales reps are given the space needed to explore areas of improvement and the guidance to make meaningful change — and ultimately unlock better sales performance.
What doesn’t fall under the sales coaching umbrella? Telling salespeople exactly what to do (rather than giving them the end goal and letting them figure out the specifics). Giving the same advice to every single person. Ignoring individual motivators, strengths, and weaknesses. To get a better sense of what sales coaching looks like, here are a few examples: Reviewing a call with a sales rep and discussing what went well and where they could improve. Offering inside sales training and tips. Reviewing remote selling techniques and tools. Scheduling weekly check-ins with reps to discuss objectives and areas of the sales process they’re less confident in. Shadowing a rep’s meeting or phone call with a prospect. Reviewing a rep’s email conversations with prospects throughout different points in the buyer’s journey.