A Sales Coaching Session with Game Face Isn’t a Motivational Speech, It Is An Ongoing Relationship of Mentoring and Problem-Solving
You may have on staff the ideal salesperson with a perfect attitude and an impressive education. They may be outgoing, relatable, confident, have a winning smile, and a self-assured voice. While these are all the basis for a great executive, the next step is to accelerate their growth by expanding their knowledge, harnessing their charisma, and teaching them to embrace responsible selling.
Coaching Differs From Classroom Learning
Coaching is similar to a formal Game Face sales training program. Training takes place in a classroom setting or during a presentation. The instructor is offering their knowledge to a group of people, and though they encourage questions and feedback, the responses given usually have to be geared to the benefit of the entire audience.
Coaching is a one-on-one relationship, usually developed over a longer period of time. On one hand, it is strategic guidance, allowing the sales rep to learn quickly from mistakes instead of resorting to wasteful trial and error. A sales coach will examine the sales process, help dissect a call, looking at the approach the sales rep takes, and where changes will lead to better outcomes. But another role of the effective coach is tough love, forcing salespeople to face their own preconceived notions, bad habits, and/or noise that keeps them from succeeding in sales.