Today’s post outlines how you can find the best sales trainer or coach for your particular situation.
Disclaimer: In case you think this is a post to promote my services, I very rarely do one-on-one coaching with sales people because it simply isn’t part of my business model. I would much rather coach a sales manager or someone who supervises a sales team.
There are hundreds of sales trainers, coaches and companies in North America. In fact, I personally know at least 50 people who specialize in this area.
The challenge is that everyone has a different area of expertise. And that can make it difficult for you to actually find someone who will be able to help you.
Here are a few guidelines to consider.
Expertise
This is most important thing to consider.
Does the sales trainer/coach have the expertise to actually help you? Some sales trainers were top performing sales people for the companies they worked with. However, this does not mean they will be a good sales coach because they will only tell you what worked for them.
Industry expertise is not always necessary. In fact, in many cases, a good sales coach won’t have experience in your particular industry. However, if they have extensive experience coaching people, they will be able to adapt their knowledge to help you.
Lastly, just because the sales coach has written books, articles or a blog, does not mean they can actually coach. Coaching is a completely different skill set and one that must be learned.
This leads me to my next suggestion…
Coaching ability
Coaching is more than telling people what to do or giving them the answers. Effective coaching is about asking questions—lots of them—and helping people come to their own conclusions.
Great sales coaches ask tough questions. Questions that you may find difficult to answer. Questions that force you to think about the reality of your situation.
Their questions will often force you to admit weaknesses in your approach. But, in the words of Martha Stewart, “that’s a good thing.”
Ability to identify areas of opportunity
A good sales coach will take the time to thoroughly assess you and your approach. They will ask you lots of questions and likely suggest that you complete an assessment to validate their information.
A good coach will actually refuse to help you if they feel they can’t help.
For example, people have contacted me about getting help with cold calling and prospecting. These are not my areas of expertise so I quickly tell them that I can’t help. I alos turn away people who deal sell a highly complex solution or that have a long sales cycle.
Personalization
Some sales coaches use a cookie-cutter approach with their clients. They use the same approach or make the same suggestions with each client. That means you need to be diligent in asking how customized the coaching will be.
Frequency of contact
Most coaching programs consist of regular contact—often weekly. However, sometimes less frequent contact is more appropriate. It all depends on your particular situation.
A good sales coach will adapt his/her frequency of contact with you based on your situation, sales environment, and needs.
Method of coaching
Some sales coaches do a lot of their coaching via email or online programs or through group sessions.
Unfortunately, this approach seldom addresses the specific issues you face or encounter. This means you won’t always get the information you need and want.
The most effective form of coaching is individual face-to-face followed by telephone coaching.
Length of contract
Some sales coaches require that you commit to a long-term contract (8-52 weeks). However, this isn’t always necessary. Sometimes all you need is a shot-in-the-arm and few coaching sessions to improve your results.
Personal sales coaching is not cheap. A typical half hour session can start at $150 and a long-term commitment can cost several thousand dollars.
Is it worth it?
Yes…it can be if, and only if…
You are serious about improving your results.
You want to achieve better than average results.
You are willing to work and implement your coach’s advice.
Sales coaching can be a great solution. If you are considering this option, I hope this post helps you find the right person.
http://fearless-selling.ca/
Disclaimer: In case you think this is a post to promote my services, I very rarely do one-on-one coaching with sales people because it simply isn’t part of my business model. I would much rather coach a sales manager or someone who supervises a sales team.
There are hundreds of sales trainers, coaches and companies in North America. In fact, I personally know at least 50 people who specialize in this area.
The challenge is that everyone has a different area of expertise. And that can make it difficult for you to actually find someone who will be able to help you.
Here are a few guidelines to consider.
Expertise
This is most important thing to consider.
Does the sales trainer/coach have the expertise to actually help you? Some sales trainers were top performing sales people for the companies they worked with. However, this does not mean they will be a good sales coach because they will only tell you what worked for them.
Industry expertise is not always necessary. In fact, in many cases, a good sales coach won’t have experience in your particular industry. However, if they have extensive experience coaching people, they will be able to adapt their knowledge to help you.
Lastly, just because the sales coach has written books, articles or a blog, does not mean they can actually coach. Coaching is a completely different skill set and one that must be learned.
This leads me to my next suggestion…
Coaching ability
Coaching is more than telling people what to do or giving them the answers. Effective coaching is about asking questions—lots of them—and helping people come to their own conclusions.
Great sales coaches ask tough questions. Questions that you may find difficult to answer. Questions that force you to think about the reality of your situation.
Their questions will often force you to admit weaknesses in your approach. But, in the words of Martha Stewart, “that’s a good thing.”
Ability to identify areas of opportunity
A good sales coach will take the time to thoroughly assess you and your approach. They will ask you lots of questions and likely suggest that you complete an assessment to validate their information.
A good coach will actually refuse to help you if they feel they can’t help.
For example, people have contacted me about getting help with cold calling and prospecting. These are not my areas of expertise so I quickly tell them that I can’t help. I alos turn away people who deal sell a highly complex solution or that have a long sales cycle.
Personalization
Some sales coaches use a cookie-cutter approach with their clients. They use the same approach or make the same suggestions with each client. That means you need to be diligent in asking how customized the coaching will be.
Frequency of contact
Most coaching programs consist of regular contact—often weekly. However, sometimes less frequent contact is more appropriate. It all depends on your particular situation.
A good sales coach will adapt his/her frequency of contact with you based on your situation, sales environment, and needs.
Method of coaching
Some sales coaches do a lot of their coaching via email or online programs or through group sessions.
Unfortunately, this approach seldom addresses the specific issues you face or encounter. This means you won’t always get the information you need and want.
The most effective form of coaching is individual face-to-face followed by telephone coaching.
Length of contract
Some sales coaches require that you commit to a long-term contract (8-52 weeks). However, this isn’t always necessary. Sometimes all you need is a shot-in-the-arm and few coaching sessions to improve your results.
Personal sales coaching is not cheap. A typical half hour session can start at $150 and a long-term commitment can cost several thousand dollars.
Is it worth it?
Yes…it can be if, and only if…
You are serious about improving your results.
You want to achieve better than average results.
You are willing to work and implement your coach’s advice.
Sales coaching can be a great solution. If you are considering this option, I hope this post helps you find the right person.
http://fearless-selling.ca/
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