Performance Coaching is the same the world over. Sport, Management, or Sales, it makes no difference.
The 1% improvement in the technique makes the difference between winning Gold or settling for Silver or Bronze.
Coach Glen Mills from Jamaica has helped not only Usain Bolt become the greatest sprinter ever but, notably, Jamaica gain the identity of the sprint capital of the world.
To improve sprint mechanics, Coach Mills developed Usain Bolt’s strength and his sprint technique.
“Coaches have to continuously react and replay and redo the drills, getting the athlete to run over and over to break habits”, stated Coach Mills.
Sales Management is no different. Small changes in Techniques consistently offer long-term improvements in performance.
Performance Coaching
As the Sales Manager, the only way you will ever identify each person on your sales team’s Microselling Skills strengths/weaknesses is to spend time with them, observing their behaviour, listening to their sales presentation, reviewing their objection handling techniques, and reviewing the material they present to a prospect.
Performance Coaching is all about knowing the WHY.
Why was the sale lost, put on hold, or no decision made? Knowing why the sale was won is just as important.
With this information, create a sales coaching plan for each team member and use your coaching skills to help your salespeople realise their full potential.
Remember, habits are the hardest things to change, so your plan needs to include continuous monitoring of each individual’s Microselling Skills.
Once changed, Poor Sales habits will deliver consistent, long-term improvement in sales performance and make the task of consistently exceeding sales forecasts a reality.
A 10% improvement in your sales team’s microselling skills will deliver a 30% improvement in achieving your sales forecast.
Maintaining the Glen Mills approach to Performance Coaching and breaking habits will produce consistent, long-term, sustainable results, which is, after all, the primary function of a Sales Manager.
