In most cases, companies train their salespeople and managers and never think anything of them again until something goes wrong or they don’t meet quotas. When your revenue seems to ebb, and you have no more calls to make, you’re in a weak position and are losing money. However, you probably don’t have to start firing and dropping that ax all over the department. Instead, you probably just need sales coaching in Chicago.
Humans aren’t robots, and they can’t be expected to remember everything at all times. They’ll need to be coached on how to spot potential leads and what to do when they have them. It’s an ongoing process that is always being perfected.
Managers Should Coach
While your management team is there to help the salespeople and get them motivated, most managers don’t know how to do it. They aren’t coaches by nature and may be focused on other tasks that must be completed. You may be thinking that there is no end to the situation because if they can’t coach, they can’t do the most important part of their job.
However, most managers just need a little training on what to do and when. They learn this by being coached by someone else. In the beginning, you may have to hire an outsourced coach to work with your salespeople until managers learn how to do it. Then, it can be a continuous process that doesn’t require any more investment on your part.
The point isn’t to make more money, though most company owners are focused or obsessed over that aspect. The point is to provide sales coaching to those in your Chicago branch so that they know they’re a valuable part of the team. Teaching them and helping them learn isn’t about getting more revenue but showing them that you care.
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