Sales coaching is a sales training and performance improvement method that utilizes a sales leader who acts as a coach. The coach helps sales reps develop their sales skills, improve selling methodologies, and achieve both personal and career growth.
Sales coaching differs from typical sales training as it focuses on individual improvement from both a personal and professional level. Where a typical sales training program typically instructs reps on a sales process, sales coaches work one-on-one with reps on a regular basis to improve that salesperson’s particular capabilities. Effective sales coaching programs align a sales reps’ personal goals and aspirations to the development of their training and company goals, which further motivates salespeople to succeed.
The result is an incredibly effective sales team with extremely high retention rates that turns its B and C players into top reps.