If you’re like most sales managers, your inbox is crammed with the latest and greatest coaching secrets. Each year, hundreds of books and workshops promise new techniques to help your sales team exceed its targets, out-sell the competition, and generate greater-than-ever revenues.
But let’s get real: year after year, does the art and science of coaching actually change all that much? Has selling evolved in a way that requires a brand new perspective every cycle?
We think not. In fact, we’ve come to see successful sales coaching as more incremental than transformative. It’s like tending an orchard. Tree farmers read up on new techniques in irrigation, fertilization and pest control, but the essentials – the best practices – evolve. Same with sales coaching: While new models and methods can be useful, sales leaders who build on the fundamentals are likely to get the best results.
If you have one bad harvest, you don’t uproot your entire orchard; you go back to the ABCs, make small-but-continual improvements based on new knowledge, maybe prune a few under-performers – and pretty soon your efforts will bear fruit.
But what does an effective sales coach look like? And what are the basics of the discipline?
In this blog, we look at the fundamentals of sales coaching – the traits of great coaches, coaching to the bell curve, and managing sales reports.