Sales Rep Coaching

Sales Rep Coaching is a key tool that helps businesses achieve sales team success results. Sales Rep Coaching is a process, a commitment over time to coach individual sales reps and their entire team, generally a unit of 4 to 15 sales reps, along with their sales manager.

With the Growth Resources approach, sales rep coaching begins with a scientific assessment to identify each sales rep’s strengths, limitations, and opportunities for performance growth. We utilize success profiles and sales assessments developed by The H.R. Chally Group.

For example, your Sales Rep Success Profile could involve:

• presentation skills
• lead development and qualifying
• closing skills or account targeting
• sales funnel management.

We will help to identify the skills and motivations most required by your top performers. We do this by matching your products/services with your customer needs with the skills of your top sales reps.

Growth Resources then applies sales rep coaching techniques to help your sales rep set and exceed personal goals by at least 10% to 20%. This usually involves one-to-one coaching and monthly group sales meeting sessions. Each sales rep picks two critical goals to plan, implement and measure (see below). Monitoring the sales funnel and prioritizing day-to-day activities are other elements of the sales rep coaching process.

As the sales reps’ team leader, the Sales Manager also receives coaching in such critical areas as:

• one-to-one sales rep coaching
• goal setting
• inspection monitoring
• maintaining accountability
• leadership communications.

The goal is sales managers whose sales reps produce ever increasing results and return on sales investment.

For an example of a Sales Team Profile, download this free, five page Telesales Hunter Team Profile project result.

Download free Sales Rep Coaching Plan form