Why sales coaching matters
- Without systematic, on-the-job coaching post a sales training program 87% of skills that were covered in the sales training program are lost within 30 days
- With systematic, on-the-job coaching post a sales training program the return on the sales training program is four fold.
Lesson: Sales training without coaching is a cost liability rather than an investment.
Become a Masterful Sales Coach
International studies report that if Sales Managers are better educated in sales management and coaching, their sales teams achieve higher performance and results. There is no more positive correlation found between frequency of sales management development and sales performance. Barrett is dedicated to developing effective sales managers and coaches. Our Sales Coaching Programme gives you everything you need to be an effective sales coach including…
- Knowledge and skills to apply the 5 Sales Coaching Skills and Sales Essentials Field Coaching Guide
- How to perform infield coaching, formal /strategic coaching, deal & sales process coaching
- Reinforcing the sales protocols and skills for observed and unobserved coaching
Effective sales coaching isn’t proclaiming; ‘This is how things should be done!” On the contrary – effective sales coaching guides you to ask the right questions: ‘What do I need to learn? How can I apply these learning’s and do this better?” By exploring and answering questions like these you develop your capacity to set goals, solve problems, create opportunities and fulfill your potential. Sales & Sales Team coaching can effectively encompass the following areas by helping:
- Set achievable & stretch sales targets individually or as a team
- Differentiate your team from the competition
- Develop a clear sales plan & process
- Understand the need to incorporate new age & social media applications in the sales plan
- Develop powerful sales prospecting opportunities by breaking through call reluctance issues
- Build powerful rapport by understanding the client and its influencers
- Create winning sales communication skills
- Meet face to face with decision makers
- Present client benefits & ROI succinctly as a winning opportunity
- Shorten the sales cycle
- Enhance a positive and encouraging sales team environment
- Understand the synergy between the marketing & sales departments
- Develop capabilities of new sales executives
- Close sales, deliver & exceed targets within a quicker time frame
Sales Coaching Focus Areas:
Level
Focus |
New to Sales | Account Manager | Sales Executive | Business Development | Sales Manager/Director |
Mindset | ![]() |
![]() |
![]() |
||
Planning | ![]() |
![]() |
![]() |
![]() |
![]() |
Prospecting | ![]() |
![]() |
![]() |
||
Communication | ![]() |
![]() |
![]() |
![]() |
![]() |
Sales Trends | ![]() |
![]() |
![]() |
![]() |
|
Coaching | ![]() |
- Training in Modern Sales Coaching Practices
- Ongoing coaching support to help you develop as a sales coach and embed your coaching practices.
- One-on-one sales coaching for sales people, sales managers, sales leaders and non-sales people who need to sell and self promote
- Coach the Coach Training for Sales Leaders helps educate and train sales directors and managers to coach their teams effectively achieving outstanding transformation
- Sales Assessments and Sales Coaching
- Coaching around the Sales Essential Models & Sales Essentials Transformation Program
- Sales Behaviours including communication styles, and Sales Call Reluctance ® behaviours
- Sales Coaching Kits with checklists such as ‘Clues that improvement is needed’, ‘Questions to ask to uncover issues’ and ‘Suggestions for Improvement’ that all documented for Sales Managers taking the guess work out of sales coaching
- Plus GROW Model, Powerful Coaching Questions, Active Listening Techniques, etc.
- Infield coaching (observations and feedback)
- Formal /strategic coaching (bigger picture)
- Deal & sales process coaching (skills and knowledge)
- Sales management/leadership and sales strategy coaching
- And anything else that is required
Speak to us about your sales training needs.
Talk to us, your selling better advisory team, and we’ll be able to advise you on the best training solution for your business.
Case Study
SCA Selling Better project unites state sales teams and creates a unique value proposition to increase market share
Industry: Media/Entertainment Type: Public
From declining share price and fierce competition to share price tracking north and united sales leaders leading the way, within 3 months.
One Bad Apple: Why Your Team's Weakest Link Matters More Than You Think
In 30 seconds Watch who you let near your mind. Professor Will Felps proved what leaders have long suspected: a single toxic team member can reduce overall performance by 30 to 40 per cent, even ...
How to Sell Better using AI (no tech skills required)
In 30 seconds Many sales teams struggle with AI adoption despite promising stats showing 90% faster proposals and 30% higher email response rates. The gap isn't sales capability, it's practical AI ...
Gotta Plane to Catch - It's Actually True
In 30 seconds Don't fall off your chair, but I'm finally taking a proper 10-day holiday. It's been two years since my last major break, and I'll confess I'm really bad at taking time off. I'm good ...
Rebel Rebel Sound & Vision: Picking Up Weak Signals Leading into the Future
In 30 seconds "Tomorrow belongs to those who can hear it coming." David Bowie Bowie's genius wasn't just artistic, it was strategic. He launched BowieNet in 1998, pioneered music videos, and created ...