Business Results & Personal Development
for CEOs & Key Executives
Home   |   About Us   |   Lit Request   |   Contact Us   |   View
847-208-8709         Email  
Download Free Article

"Best Practices for Managing
in the Best of Times"
Best Practices
Business Results   »
Personal Development  »
Growth Coaching
Executive  »
Sales Manager »
Sales Rep  »
Chally Tools
Sales Reps  »
Sales Management  »
Managers  »
Executives  »
Vistage / TEC Tools
Vistage Works   »
CEO Peer Groups  »
Key Executive Groups  »
Trusted Advisors  »
Request Literature
Sales Recruiting  »
Sales Compensation  »
Exceptional Managers  »
Resource Links

Coaching a Sales Team to Growth Performance

Sales Rep Teams: Coaching a high performance sales team is a process, a commitment over time to an entire team, generally a unit of 4 to 15 people, along with their sales manager.

Growth Resources sales coaching begins with a scientific assessment of each team member to identify strengths, limitations, opportunities for performance growth. We utilize success profiles and sales assessments developed by The H.R. Chally Group.

For example, your success profiles could involve presentation skills, lead development, closing skills or account targeting and sales funnel management. Your profile will be the one most required by matching your products/services with your customer needs.

Growth Resources then helps group members exceed personal goals by at least 10% to 20% through one-to-one coaching and group sales meeting sessions. Each team member 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, and 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