In today’s business world, you need to have a competitive edge against your competition. One of the most underutilized selling tools is creating a strong sales team through high impact sales training and management. Having a dedicated coaching program will create more business and help improve your organizations selling skills. There is a strong relationship between the percentage of sales representatives who achieve their sales goals and companies who have strong sales coaching programs.
Managers often spend time on activities such as preparing sales forecasts, attending meetings or conferences, and selling to clients. They often forget to develop the most important aspect of their business; their sales team. Managers often overlook sales coaching because they don’t understand the benefits of sales coaching for their staff. We’ve put together a list of the top benefits of coaching your sales team.
Sales Coaching has High Return on Value
Sales coaching focuses on helping your sales representatives develop the proper skills, strategies, knowledge, and techniques to improve the number of closed deals. Coaching will help your employees understand your products and services on a deeper level while preparing them for typical scenarios most sales representatives will face in your industry. Sales coaching will also help sales representatives find the right clients for your business, instead of spending time on the wrong ones.
If you’re curious to see how much of an ROI your coaching program has on your sales, divide your expected gross sales by your cost of training. The resulting percentage will help you determine how much more in sales you will earn by implementing your coaching program.
Customer Loyalty Will Increase
When salespeople know how to match customer’s wants and needs to products their company provides, it creates value for customers. According to corporate sales training firm, Inc, 71% of customers will choose where to buy from according to credibility and trust. By providing expert solutions to your customer’s problems, you build trust for your customers which leads to increased sales revenue.
Faster Integration of New Employees
On average, it takes about 2-3 months for new employees to start making sales for your company. This is due to the learning gap that occurs when starting a new job. By having a set sales coaching program already created, you accelerate the pace of training for your new employees, while reducing the workload of your current staff. This leads to more productive, educated employees that will create value for your company in a shorter time.
Consistently Knockdown Objections
It’s normal in the sales process for potential customers to object to purchasing your product and find reasons not to buy. Having a sales coaching program will teach your employees how to overcome those objections and replace them with value finding solutions. This can be the difference between making a sale and losing a potential client.
With so many modern solutions to coaching such as e-learning, webinars, and simulations, there is no reason to skip over the important task of impact sales coaching with your staff. Developing a well-trained staff will help your company find growth and scale in revenue.