Successful salespeople are looking for more
Wayne Goodings
Sales Performance Expert & Technique Coach; Sales Consulting; Sales Training & Coaching; Sales Problem Solver; B2B Specialist; Sales Leader Mentoring; Accountability Coach; Sales Process & Revenue Growth
As the incomes, expectations and aspirations of top flight salespeople across South East Asia, East Asia and South Asia grow, the availability and capability of Sales Managers to meet the coaching and mentoring needs of their teams is being tested. Bachelor Degree qualified millennials are discovering sales (particularly in the financial services sector) as a newfound profession of choice for a number of key reasons:
- Relatively low barriers to entry to a sales career
- Significant early income earning potential i.e. from as early as years 2 and 3 in a sales career
- Ease of transferability of sales skills across a broad range of industry sectors
- Business networking and professional sphere of influence development opportunities
- The relative daily freedom and independence that elite salespeople enjoy
What this is presenting for the modern day Sales Manager is the challenge of catering to a whole new menu of professional development and personal whole of life coaching and mentoring needs, that include:
- Professional development
- Role reach and satisfaction
- Intellectual stimulation
- Career planning and development
- Health and personal well-being
- Professional and personal actualisation
More and more we are seeing this important function being outsourced to worldly and often grey haired sales coach / mentors who can coach selling at both the tactical and strategic level as well as provide broader professional and personal mentoring.
More broadly we are providing coaching services for three relatively distinct purposes:
- Accelerating the performance of early or mid career high potentials
- Facilitating the right yes / no decision on underperfoming sales staff
- Extending the professional and personal performance of high achievers
The benefits delivered to organisations investing in these coaching initiatives include increased levels of sales performance, enhanced staff satisfaction levels, increased levels of staff retention and superior corporate and people engagement levels from the coachees.