Everyone learns a little differently, so 1-on-1, just-in-time coaching is the best way to develop good practices and then apply them in real situations in real-time. 1-on-1 sales coaching sessions occur on a regular cadence that varies with each person or role. Meetings are every few weeks or up to every couple of months to develop skills and change behaviors. It is a priority to not overload busy practitioners who are delivering their services to their clients.
These focused sessions are the best way to fine-tune skills of high-performers or to create a strong foundation for emerging sales leaders.
As I like to say, coaching fulfills the promise that training makes. Brief, targeted team sales training sessions introduce new ideas, skills, and processes that are reinforced through coaching over time.
1-on-1 Sales Coaching
From seasoned professionals to up-and-coming stars, skilled practitioners who aren’t sales pros need to constantly learn new ways to find and win new business. Coaching is the best way to reinforce new behaviors and skills.
These sessions include:
- 1-on-1 coaching for anyone involved in client development and sales
- Guidance through the implementation of a rigorous client referral process
- Brainstorming and planning for prospecting and outreach to potential clients
- Individual task development and management
- Co-development of individual goals and paths to achieve those goals
Team Sales Training
Training without ongoing support and reinforcement often fails to change individual behaviors and organizational culture. There is, however, a role for just-in-time training to introduce skills and processes that, over time (and with the right reinforcement) increase sales acumen and confidence.
A few of the training sessions incorporated into my approach are:
- A Referral Process
- The Buyer’s Journey and A Sales Process
- Creating an Account Development Plan
- An Approach to Competitive Pursuits
- Competency, Character, and Trust
- … and more