Last week I attended a sales methodology program created by one of the largest in the country. I also attended their T3.
It is an excellent program, and it is one of many available in the market place. The great news is that it teaches sales people some specific activities which will help them see effectively in today’s market. It even provides suggestions on which documents sales managers should use to coach for knowledge or skill.
The problem with this, is that the “Coaching Program” is detailed and focused on re-enforcing the techniques they taught in class. Again, this has it’s advantages, but what happens when a sales rep needs coaching on some other activity? What happens to these managers when they see something done right? There isn’t any “Coaching Basics,” which a sales manager can apply to all activities. What happens if a sales manager is coaching an individual, and it has turned into an exit process?
After attending this work, and meeting many people who knew the program inside and out, I continue to advocate that all sales managers need a simple “Coaching Model” and each sales rep needs a more simple Sales model. Get these things down pat, and then no matter what training you provide later, your managers will know how to coach to it, and the reps will get the reinforcement they need.
Here are a few basics that sales managers need to get down before/during the beginning of a “Coaching Program.” Post them on your walls!
Catch Them Doing Something Right!
Learn how to ask questions to discover need, just like you did as a rep.
Don’t Tell them, help them discover!
Give Feedback often and clearly!
Give Good News and Bad News with equal Dispatch
What did I do today to earn their trust?
Work with your team to define standars!
There are plenty more, but start with some of these principles, review some of our previous BLOG’s, and KISS and KISSM. (Keep it simple Salespeople and Keep it Simple Sales Managers!
Good Selling!
Good Coaching!
Coach Hughes
