Intrigued about sales coaching? If your company needs to improve in the sales department, first know that you are definitely in the right direction. That being said, coaching can mean different things, and if you are new to it all, it can be a bit overwhelming at first. Here are some of the mistakes you should definitely be avoiding:
- The trainers are not involved in learning about your company – before you can find a corporate sales training program that works for your business and your employees, you need to find a trainer that is willing to learn how your business works. As you would infer from this, every business operates differently, and based on exactly what type of business you are, the sales goals and targets that should be achieved will vary greatly from one to another. A trainer must be willing to first learn about your company, and then to mould a training course based on his or her understanding of your company if he or she wants to improve the skills your employees.
- You are not clear on your own priorities – and of course, do not forget that professional sales trainers alone do not get to decide what is right for your company and your employees. You also need to have a clear (or at least, a general) idea of what exactly you want to work on and improve. It might be the way your employees handle transactions, it might be targets in general, or it might be a focus on the larger transactions of your business. Whatever it is, you need to make sure that the content the trainers ready for you and your own priorities are aligned – or you won’t be satisfied with the results at the end of the day.
- The trainers are not actually training your employees – there is a distinct difference between a one-day workshop or lecture, and a full-fledged training session. And this difference must be clear in the content your trainers will have readied for your company. It is easy enough for a talented speak to drone on and on about successful sales strategies and examples of successful salesmen; it is harder to actually make sure your employees gain some fundamental skill. And the latter is what needs to be achieved. If you find that your trainers are focusing on lecture-based approaches, you might want to consider a different trainer.
- The coaching is temporary – keep in mind that changing your employees’ work attitudes and improving their skills is not something that can be done overnight. The process is long, tedious and slow, and it needs constant attention. As a result, training courses and coaching with regards to sales cannot be achieved in a small amount of time. Your trainers must be prepared to devote themselves to improve your business and your sales department through regular sessions for a significant period of time.