Three Keys to Effective Sales Coaching

Effective sales coaching can be elusive.

Often, it can be done with little to no structure, on an impromptu basis, or only conducted when a seller is in a slump.

Here's the thing, coaching shouldn't be reserved for only poor performers or when an otherwise high-performing seller is struggling.

Everyone needs coaching, this is why the best athletes in every sport have a coach even when they're at the pinnacle of their careers and respective sports.

Use these three keys as a sales leader to create success within your team.

1. Make it One-on-One

"Group coaching" can make things more efficient and collaborative, but don't use it as a replacement for one-on-one time...which is irreplaceable! Those private conversations (even if they're currently virtual) with your sellers are what can really help both of you identify best action items, progress and other elements to help that specific team member achieve their results.

2. Set Coaching on a Schedule

"When we both have time" is not a schedule.

Do not allow day-to-day tasks and priorities to push back or completely eliminate coaching time. When you have no set schedule for coaching, it allows for anything and everything to take its place on your calendar. Set it for a specific day of the week at a specific time either weekly or bi-weekly. This also eliminates the potential of your sellers to perceive coaching as dedicated time to discuss performance problems, errors, or general shortcomings. You neutralize your time together (and make your team more comfortable) when you make it on a set schedule and not only when there are problems needing to be addressed.

3. Next Steps/Accountability

You make the most out of your coaching sessions with your team when you make next steps and accountability a requirement for you both. This helps eliminate the potential of coaching calls turning into "chat time" or "hangouts" and also the possibility of things being discussed but nothing changing. Your coaching should include action items for your reps to complete either by your next call or by an agreed-upon date to ensure progress is being made.

The best way to ensure success within your sales team is to coach effectively! Use these keys to propel your entire team forward.