How Your Sales Process Can Increase Sales Through Sales Coaching

First of all a sales process is really needed. Our company works with companies to develop their own sales process if they do not have one. There are great systems out there like Miller Heiman or Huthwaite as well as many other other formats. Our objective to develop a mapping sequence to the sales process in terms of applying proven sales coaching.

What Is Mapping?

Mapping is a process that lays a set of performance expectations over a process and in this case a sales process. For example, a rough outline of how to do this is as follows. One of the stages of the sales process might be as simple as prospecting which may require a certain type of prospecting such as cold calling or networking. A sales manager would define the performance requirements to do those things successfully and then tie them to something we call the tiers of learning: knowledge, skills, and behavioral. A rough illustration of this is cold calling. The knowledge is how does somebody perform a cold call in terms of what they say, what questions they ask, and the overall expectations of a cold call. The skills are the ability to do so. The behavioral aspect is the confidence and conviction of which they do it. Essentially, people have varying degrees of success as a relates to the topic of cold calling in regard to the tiers of learning. This is where coaching provides a very targeted solution to not only coaching the salesperson but coaching the salesperson in direct correlation to the sales process and its requirements.

How Do You Apply a Coaching Progression to your Sales Process?

The first thing you do is to make sure everybody understands the sales process. If you do not have a sales process it is wise to create one. Salespeople don't like structure but without structure we lose an opportunity to understand within what part of the sales interaction people have strengths and areas for opportunity to improve. Second, once the stages of the sales process are understood you have to list all of the performance requirements within each stage. Last, you then have to define the tiers of learning per performance requirement to provide specificity which leads to greater expectation understanding and accountability. More importantly, it allows a sales manager or coach to truly understand each person's strengths and areas for improvement which lead to a very targeted coaching approach.

What are the outcomes of mapping?

If the sales process is defined and understood by all and tied to a mapping process that lays very specific selling performance requirements over it the sales leader now has a framework to coach to as it relates to each person. The mapping depicts specific requirements that drive sales success. The mapping also provides a road map to where people have strengths and where they need to improve.

Ask About Our Sales Coaching Mapping Program: Email [email protected]