Coaching is not just for athletes. More and more organizations are choosing to include coaching as part of their instruction. Coaching salespeople, when done correctly, will not only increase sales, it will have a positive impact on the community and culture of a company. The benefits of coaching salespeople are numerous and worth exploring.
What Is a Coach?
Before it is possible to implement any coaching activities, the definition of a coach must be made clear. Understanding the roles and responsibilities of coaching as well as the challenges that coaches face, will establish the foundation necessary for moving forward in the process of becoming a coach for salespeople.
Be a Coach
In the business world, a coach is responsible for increasing employee and company success. The goal of coaching is to develop employees at all levels, including productivity, adaptability, satisfaction, and retention. There are professional coaching positions, but any manager can be a coach who develops the best in their employees.
Coaches are not mentors, although they share some of the same roles. Coaches work to help people discover information on their own rather than relying on direct teaching methods. In any coaching relationship, it is necessary to develop trusting relationships based on confidentiality.
Being a good coach demands a clear understanding of the roles and responsibilities that a coach must provide. These roles include:
- Challenge assumptions – Ask team members to consider their beliefs.
- Offer encouragement – Celebrate achievements and build confidence in times of struggle.
- Provide education – Help team members find skills, knowledge, and expertise.
- Act as counselor – Develop interpersonal relationships between team members and those outside the team.
These roles that a coach plays require balance. It is important to avoid focusing so much on one role that you fail to address others.
With our “Coaching Salespeople” course, you will discover the specifics of how to develop coaching skills.
- Understand coaching
- Identify the difference between coaching and training
- Monitor data
- Practice coaching activities
- Affect company culture