According to CSO Insights, teams who are regularly coached and who follow a consistent sales strategy show 10-15% better win rates?
You’d think that, with such a significant advantage over teams that have no agreed-upon process or coaching system, all sales teams would quickly adopt the winning practices. Yes, coaching takes time and discipline, but done regularly and well, it can save sales team members many failed efforts.
Coaching by an experienced sales manager who has adopted the best consultative selling training advice can propel the team toward greater success by:
- Identifying key players and influencers early on
- Helping reps recognize the difference between a simply friendly relationship with a customer and a valued one where the customer’s issues and decision making process is well understood
- Encouraging reps to step out of their comfort zone and sell higher and to the actual buyers
- Helping to articulate ways to differentiate their offerings from the competition
- Recognizing losing signals and either changing the sales plan or moving on to a more likely win
