Coaching Salespeople up to the next level is more complicated than many Sales Managers realize.
The most common approach is to focus exclusively on selling skills such as:
Although the above skills are critical to success they represent roughly half of what is needed for a Salesperson to consistently perform at a higher level.
The Objective Management Group has researched and verified a number of additional key areas that support, or detract from, sales success. Here are 3 of them that are referred to as Sales DNA:
To effectively coach a Salesperson up to a higher level of sustained performance it is necessary to gain insight and understanding of their Sales DNA in addition to providing sales skills coaching.
When you uncover how they think, what they believe and how they feel you can then help them better understand themselves and how they are reacting to selling pressures and prospect demands.
This mutual understanding between the Sales Manager and Salesperson puts them on the same sheet of music and enables them to focus together on what will move the needle on sales and true progress can be made.
Sales management expert Duane Cashin has lead award-winning sales organizations and trained sales teams for companies of all sizes. He’s earned membership in Presidents Club and Circle of Excellence, successfully built and sold his own multi-million-dollar business, and enjoys sharing his passion for sales.