With the success of a company dependent on sales performance, investment in coaching for the person leading that team makes sound commercial sense as even small improvements can lead to big gains in winning new customers, increasing sales to existing customers, profitability per sale and customer retention; indeed, many sales managers have never received formal training in sales management.
The fact is that it’s challenging to manage, develop and retain a successful sales team. It’s also a fact that most sales people do not consistently achieve target – nor are they consistently doing the things that are likely to make that happen! Sales managers therefore need advice in addressing the issues involved and in particular, moving a team from doing what’s comfortable to what’s necessary. The more assertive, successful sales person also creates particular challenges.
This coaching is based on approaching 40 years of research that has identified 25 reasons why sales people may be underperforming and overall, over 70 reasons why salespeople fail! It’s applicable to any established sales director/manager looking for advice, tips and techniques to improve team performance. It will also be particularly useful for a manager responsible for a sales team who personally has no sales experience and someone new to the role of sales manager.
So, what’s on your mind? Our guess is that you will be looking for measurable improvement of some kind in business, team or individual performance; or there may be an issue to do with change or growth.
If you would like more information about this option (or any other), please contact us.