Sales Management Coaching a Winning Sales Team is not about managing sales it’s about managing the people who achieve the sales forecast and having a Coaching plan based on developing each individual’s Micro Selling Skills.

Achieve this, and you will develop a Winning Sales Team that consistently exceeds your sales forecast year after year.

Sales Managers cannot be present when every sales opportunity is identified, qualified, demonstrated, and closed. During each phase, they see the sales process that either won the business or caused it to be lost.

However, by spending time with their salespeople and identifying the Microselling Skills that need to be improved, it becomes possible to develop a skills coaching plan that will improve sales performance.

Did you know that a 10% improvement in Microselling Skills will deliver a 30% improvement in sales?

An overreliance on products like CRM that report Macro Events (outcomes) is not now, nor will they ever measure Micro events, such as the salesperson’s selling skills, storytelling, oral communication skills, telephone skills, listening skills, written communications skills, and prospecting skills, to mention but a few. Only a Sales Manager who observes these Micro Events can see firsthand why these actions win or lose business.

You cannot fix what is broken until you know it’s broken, which means you must be present when it breaks.

A one-size-fits-all Coaching plan will never work.

Rather, a coaching plan for each person on the sales team is required to help improve the Micro Events that happen in every engagement with suspects/prospects/customers.

You have the capacity to change lives, develop people, and guide and direct careers. If that were not true, you would not be reading this comment or visiting this website. Focus on your people, not on achieving forecasts or profits, and I promise you the rewards will be enormous!

Do that, and you will “Achieve and Consistently Exceed Your Sales Forecast” year in and year out!

My book will provide you with the ideas and methodologies I used to achieve a 180% increase in hardware sales in just one year, which resulted in my winning the Australian Sales Manager of the Year award.

Sales Management Coaching

Coaches coach from the sideline. They don’t run onto the field and make tackles for their players (as much as they might like to), and you will never see a coach teaching a player how to tackle, pass the ball, score, create a gap, or convert a try.

Coaches measure each player’s on-field performance and, from that, develop a coaching plan for each player.

As a Sales Coach, your role is to identify the strengths and weaknesses of the following selling skills for each sales team member and define a coaching strategy that improves these Micro Selling Skills.

1. Storytelling Skills
2. Oral Communication Skills
3. Telephone Skills
4. Listening Skills
5. Written Communications Skills
6. Prospecting Skills
7. Objection Handling Skills
8. Closing Skills

A selling skills improvement of just 10% across any three of these skills will deliver a 30% improvement in the volume of business your sales team closes.

I proved this when the national sales team I managed achieved 180% growth in hardware sales over the previous year due to the small changes we made to each member’s micro-selling skills.