The Covid-19 pandemic has changed the way people work. Sales are no exception to the “new normal.” All the diligent work done to promote your company’s products or services is no longer in step with the way things are being done.
The sales plan that was so diligently developed a year ago is obsolete. The world has changed. Sales Managers will have to develop ways of coaching salespeople on how to succeed in the “new reality.”
The rules of coaching salespeople have not changed dramatically. What has changed is the stress level associated with success and plummeting budgets in which to do the job. The importance of coaching salespeople has never been more important.
Coaching always has, and always will be, an important part of effective selling. Today, things are different. Salespeople have to become more empathetic listeners, and they have to learn how to ask better questions. All of this must be done without losing sight of the goal. Helping customers make the best decisions during this difficult time.
Develop a System for Effective Feedback
Many tasked with coaching salespeople are in the position as a result of their success in sales. However, being a successful sales rep does not always mean they are good coaches.
Today, rather than tack a conversation about coaching at the end of an interaction, schedule them. The primary task of a sales coach is to help their “teams” fine-tune the messages that they give to potential customers.
Feedback is not something that is given once and then forgotten. Feedback is something that is done time after time, over and over again. Feedback is an integral part of doing business.
To develop confidence in salespeople, two phrases say it all. You “did well” and “do it differently.” These two phrases can help build a salespersons’ confidence, as well as competence.
