Sales coaching is the strategic process of guiding and developing sales reps to grow their skills and improve performance. Sales coaching empowers sellers through continuous practice, guidance, and feedback.
A good sales coach is not just another trainer or mentor for sellers. The job of a good sales coach is to build relationships with sellers in order to help them improve their performance over time. A good sales coach creates a safe and collaborative environment so there is trust and mutual respect between them and their sellers. Because no two sales reps are the same, it’s also important for sales coaches to mix up their coaching styles depending on the individual.
Leaders can measure coaching effectiveness by tracking key performance indicators (KPIs) that should be tied to their organization’s larger objectives and initiatives. It’s also helpful to gather feedback from sellers and assess their skill development over time.
Sales coaching comes with many advantages and benefits. Teams that deliver personalized coaching improve productivity, increase engagement, and decrease turnover. Additionally, teams experience a 76% increase in closed-won rates when they focus on personalized sales coaching.
