Coaching Salespeople: How Far Should You Go, and what are the limitations? The answer is only as far as the salesperson will allow you to go.
It’s never easy, but if you have the right attitude and focus on the individual and what’s best for them, it can be an advantageous experience.
Let me give you one example of a Sales Manager and their story that inspires me to believe the art of Sales Management is still alive and well.
One of my colleagues had a salesperson regarded by many as an underachiever. This person was in danger of losing their job because the previous manager had lost faith in them completely.
My colleague spent time with this person and, after winning their confidence, allowed this person time to talk about what was happening in their life that could explain why their confidence and achievement were suffering.
A household is under some pressure due to a lack of confidence on the part of the salesperson and a young child being bullied to the point of self-harm.
Options were discussed openly, including the possibility of selling the family home, relocating to another area, and starting a new school.
Six months later, things looked different: the family home had been sold, a new house had been purchased, there was no mortgage stress, money was in the bank, and a child was making new friends in a new school.
That same month, this previously underperforming salesperson was the branch’s top salesperson, had turned the confidence corner, and was on the way to becoming a Sales Champion.
The phone call from this salesperson to their manager, thanking them for going the extra mile and for caring about them instead of pressuring them for a sales result, confirmed that Performance Coaching is all about Coaching Salespeople Into Sales Champions.
It will deliver results and rewards that managers will cherish for years to come.
