The sales management sector in the country is seeing a very disturbing drift in recent years. While organizations are highly investing in latest technologies and upgraded operational processes to improve performance, sales representatives are finding training and development to be the greatest challenge to achieve greater success. This is because of the amount of time and efforts to be put in by sales managers to implement these new technologies and processes.
Why organizations are still struggling to develop solutions is because sales organizations are growing from a small group of qualified candidates. Experienced representatives who are the most desirable are doing amazingly well with your competitors and are less likely to leave them and come to you. This is why you are forced to manage with inexperienced recruits or those with limited training or education, because you are pressurized by time and budget. This way, you will take the risk of placing even untested or under-trained representatives into selling roles and positions.
So what is the solution? We learn best through coaching and practice. Therefore, launching in-depth sustained training programs can be the key! Just like a football team cannot succeed and develop without the guidance of a trained and professional coach, similarly no organizational team can succeed without proper training. Coaching is the best resource sales leaders can employ to immediately improve performance. But, this does not mean you take your team through a training camp and then leave them to it. You need to repeatedly practice what is taught and take renewed interest and commitment in delivering coaching.
TQMI’s finest Leadership Jumpstart Training in India can introduce your organization’s senior management to the principles and methodologies of Six Sigma, where they can learn to align the organizational strategies and goals to Six Sigma for the best results. Here is how you can jumpstart your sales coaching discipline.
Only a single skill must be mastered at a time to deliver long-term sustained performance. Mingling all skills together will not bring up the results you wish to achieve. So, out of all the skills, which skill should you master first? This depends on the skill that will most powerfully impact your sales process. Once the order of skills is decided, you must also plan up on how you will take steps to enhance these skills.
Remember that coaching should be one of the major parts of your schedule. Spending less than 30-40% of your time for coaching will likely fail your plan for training and developing your employees. A team of sales managers require at least 50-70% of their time taking coaching, rather than other tasks that take them away.
One of the most common mistakes seen is focusing on the best or the worst performers all the time. What is left in the process is the middle performers, which actually account for more than half of the team. Improving the performance of this major segment will help you achieve faster and better results, rather than focusing on the 10-20% of best or worst performers.
Keep in mind the above mentioned points. Although simple, these points are still forgettable. Also remember, if you follow the above mentioned guidelines and come up with a coaching session that delivers some good results, don’t stop! Keep taking initiatives for more and better coaching, and keep practicing what is taught. After all, practice makes man perfect!
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