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
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