The head of the selling unit should periodically hold personal meetings with sellers to set goals and monitor results. This allows you to increase the efficiency and engagement of sellers. The application "Coaching to increase sales" makes it possible to hold such meetings in the format of coaching sessions. According to experts, the use of coaching in sales can increase the effectiveness of such meetings, as it gives the manager a proven template for the meeting plan. Thus, according to the American Association of Sales Managers, the regular use of coaching in sales can increase sales by 14%, but only 15% of companies estimated that they regularly use coaching to increase sales and sales engagement.
According to consultants from Sandler Systems, coaching accounts for about 35% of a successful sales manager's time and has the biggest impact on a salesperson's future success.
The Coaching for Sales Growth application allows the head of the sales department to get rid of diary entries and always have the entire history of meetings and tasks at hand, which makes it possible to quickly control salespeople, increase their efficiency and involvement, and as a result, increase sales .
Using the coaching model gives the sales manager a proven pattern for conducting coaching sessions, which allows them to reduce the time to prepare a meeting and get the most out of the session. The app also provides expert advice on how to conduct sales coaching sessions, as well as advice on setting goals and discussing KPIs.
Sales coaching is a management process that allows a manager to develop the potential of a salesperson to achieve maximum performance and efficiency.
The application implements the GROW model for conducting coaching sessions.
The term Grow is an abbreviation for the names of the four components of the model:
G - Goal
R - Reality - Reality
O - obstacles & opportunities - obstacles and opportunities
W - Will - Intentions
The coaching session begins with fixing the goal that the seller must achieve. The next step is to determine the current state or reality. At this step, the seller must realize and speak his current state in relation to the chosen goal. In the next step, the seller determines the obstacles that hinder the achievement of the goal and the possibility of overcoming these obstacles. At the final step, the seller must formulate his intentions in the form of specific tasks, the implementation of which will allow him to achieve his goal.
There are three types of sales coaching:
· Strategic
operating
Tactical
Strategic sales coaching includes sales forecast analysis, business growth paths, and seller territory development. Examples of analyzed indicators for this type of coaching:
· Revenue
· Profit
· Number of clients
· Number of transactions in progress
Operational coaching is associated with the analysis of the current and forecast performance of the seller. Operational coaching is also known as Metrics Driven Coaching. Examples of indicators for this type of coaching:
The number of effective calls - calls that resulted in an agreement to hold a presentation
Number of effective presentations - presentations that resulted in requests for quotations
The number of effective offers - offers that resulted in won deals
Tactical coaching is associated with the planning and analysis of actions within the framework of interaction with a specific client or in the process of working with a specific transaction. An example of indicators for this type of coaching:
・Revenue per customer
The number of potential deals for a particular client
· Number of meetings
Number of contact persons
The application provides the ability to conduct all three types of coaching sessions and gives recommendations on the frequency of each type of coaching session.
According to consultants from Sandler Systems, coaching accounts for about 35% of a successful sales manager's time and has the biggest impact on a salesperson's future success.
The Coaching for Sales Growth application allows the head of the sales department to get rid of diary entries and always have the entire history of meetings and tasks at hand, which makes it possible to quickly control salespeople, increase their efficiency and involvement, and as a result, increase sales .
Using the coaching model gives the sales manager a proven pattern for conducting coaching sessions, which allows them to reduce the time to prepare a meeting and get the most out of the session. The app also provides expert advice on how to conduct sales coaching sessions, as well as advice on setting goals and discussing KPIs.
Sales coaching is a management process that allows a manager to develop the potential of a salesperson to achieve maximum performance and efficiency.
The application implements the GROW model for conducting coaching sessions.
The term Grow is an abbreviation for the names of the four components of the model:
G - Goal
R - Reality - Reality
O - obstacles & opportunities - obstacles and opportunities
W - Will - Intentions
The coaching session begins with fixing the goal that the seller must achieve. The next step is to determine the current state or reality. At this step, the seller must realize and speak his current state in relation to the chosen goal. In the next step, the seller determines the obstacles that hinder the achievement of the goal and the possibility of overcoming these obstacles. At the final step, the seller must formulate his intentions in the form of specific tasks, the implementation of which will allow him to achieve his goal.
There are three types of sales coaching:
· Strategic
operating
Tactical
Strategic sales coaching includes sales forecast analysis, business growth paths, and seller territory development. Examples of analyzed indicators for this type of coaching:
· Revenue
· Profit
· Number of clients
· Number of transactions in progress
Operational coaching is associated with the analysis of the current and forecast performance of the seller. Operational coaching is also known as Metrics Driven Coaching. Examples of indicators for this type of coaching:
The number of effective calls - calls that resulted in an agreement to hold a presentation
Number of effective presentations - presentations that resulted in requests for quotations
The number of effective offers - offers that resulted in won deals
Tactical coaching is associated with the planning and analysis of actions within the framework of interaction with a specific client or in the process of working with a specific transaction. An example of indicators for this type of coaching:
・Revenue per customer
The number of potential deals for a particular client
· Number of meetings
Number of contact persons
The application provides the ability to conduct all three types of coaching sessions and gives recommendations on the frequency of each type of coaching session.
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