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What do you do if your sales coaching strategies are not yielding results?

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Sales coaching is a vital skill for any sales leader who wants to help their team achieve their goals and grow their careers. But what if your sales coaching strategies are not yielding the results you expect? How do you diagnose the problem and adjust your approach? Here are some tips to help you improve your sales coaching effectiveness and performance.

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Reza Kayedi

Marketing Director @ Farmand Food Industries | DBA in Marketing

1 Identify the root cause

Before you change your sales coaching strategies, you need to understand why they are not working. Is it because of a lack of alignment, clarity, feedback, or motivation? Is it because of a skill gap, a knowledge gap, or a mindset gap? Is it because of external factors, such as market conditions, competition, or customer behavior? To find out, you need to collect data from multiple sources, such as sales metrics, observation, feedback surveys, and self-assessments. You also need to ask open-ended questions, listen actively, and empathize with your sales reps.

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Fahrudin “Frank” Sinanaj

Helping others help themselves.
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In my 26 years of experience in different sales environments the main thing I learned is the memories whether good or bad I have them archived mentally and use them when needed to make a point. If it is the sales representative you have to question their sales experience, resilience, psychological characteristics,and most importantly if they are trustworthy!! If it is lead generation you have to question the marketing!! If it is work culture you have to question management whether a start up or an accomplished firm since both are always looking to improve revenue for the company. If it is the Sales Coach that knows it all , they will take a step back and say honestly “We need a new fresh pair of eyes on this “ (Optics). Good Luck .

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2 Adjust your sales coaching style

Once you have identified the root cause of the issue, you need to adjust your sales coaching style to match the needs and preferences of your sales reps. There is no one-size-fits-all approach to sales coaching, so you need to tailor your style to the situation and the individual. For example, some sales reps may need more directive coaching, where you provide clear guidance and instructions. Others may need more facilitative coaching, where you help them discover their own solutions and actions. Some may need more supportive coaching, where you offer encouragement and recognition. Others may need more challenging coaching, where you push them to stretch their potential and overcome obstacles.

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Fahrudin “Frank” Sinanaj

Helping others help themselves.
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In addition to sales experience, In college I focused on Marketing,Advertising & Psychology classes and it was fascinating to the point where my own psychological characteristics such as enhanced listening skills, creative imagination and able to record conversations mentally I was able to make connections no one else can. How this relates to changing your approach is very simple. People in this generation are more fragile than previous ones before so henceforth you as a sales manager should tread lightly. If you provide positive reinforcement and lead by example from your own experiences than the sales representative will see the bigger picture and you can easily move them in the direction they will picture themselves moving towards.

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3 Implement your sales coaching plan

After you have adjusted your sales coaching style, you need to implement your sales coaching plan with consistency and frequency. You need to set clear and specific goals, expectations, and action steps for your sales reps. You need to provide regular and timely feedback, both positive and constructive. You need to monitor and measure progress and results, and celebrate achievements and improvements. You also need to review and revise your sales coaching plan as needed, based on the feedback and data you collect.

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Reza Kayedi

Marketing Director @ Farmand Food Industries | DBA in Marketing
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Recognize that each sales rep may have unique strengths, weaknesses, and learning styles. Tailor your coaching approach to address the individual needs and preferences of each sales rep, providing personalized support and guidance. then Prioritize skill development in your coaching sessions, focusing on key areas such as prospecting, qualifying leads, objection handling, closing techniques, and relationship-building. Provide practical tips, techniques, and role-playing exercises to help sales reps improve their skills

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4 Seek feedback and support

As a sales coach, you also need to seek feedback and support from others to improve your own skills and effectiveness. You need to ask for feedback from your sales reps, your peers, and your manager. You need to be open to constructive criticism and suggestions, and act on them. You also need to seek support from other sources, such as mentors, coaches, or trainers. You need to invest in your own learning and development, and apply the best practices and techniques that work for you.

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5 Foster a sales coaching culture

Finally, you need to foster a sales coaching culture within your team and organization. You need to communicate the value and benefits of sales coaching to your sales reps and stakeholders. You need to encourage a growth mindset, where your sales reps see challenges as opportunities to learn and grow. You need to promote a collaborative environment, where your sales reps share best practices, insights, and feedback with each other. You also need to model the behaviors and attitudes that you expect from your sales reps, such as curiosity, accountability, and resilience.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What do you do if your sales coaching strategies are not yielding results?

1

2

3

4

5

6

1 Identify the root cause

2 Adjust your sales coaching style

3 Implement your sales coaching plan

4 Seek feedback and support

5 Foster a sales coaching culture

6 Here’s what else to consider

Sales Coaching

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What do you do if your sales coaching strategies are not yielding results?

1

2

3

4

5

6

1 Identify the root cause

2 Adjust your sales coaching style

3 Implement your sales coaching plan

4 Seek feedback and support

5 Foster a sales coaching culture

6 Here’s what else to consider

Sales Coaching

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