SALES Coaching Services

Realise The Benefits Of Sales Coaching

While many training course providers will cringe at this statement the truth is training just does NOT work!.........unless you follow it up with coaching, by either your own Managers or by KONA.

It happens time and time again:

The participants leave a training workshop all revved up and ready to make a difference, then Monday they get back to their office and are swamped with catch up calls, emails etc. Then the excuses start: "Ah well, you see I enjoyed the course and picked up a couple of ideas, but it won't work with my customers" and " It will work in other states but not in my area" or " I tried that a few years ago, but it didn't work". And all of a sudden the money you spent on putting your people on the Programme in the first place just goes down the drain. (But you get chance to put a 'Tick' in the box for training though).

Most companies want to develop their people because they are unhappy with their performance, or, believe they could improve with some extra help. So more and more progressive companies are now leveraging 'one on one, on the job' coaching to help adopt effective sales processes behaviours and skills, and to support their sales managers and improve results from their sales people.

The key to improving sales in any organisation is not what happens in your office. It is what happens when your sales people are in front of customers.

In a recent study companies were surveyed to determine the relative impact of effective coaching on A, B and C performers. (Your D performers need to either change their attitude, or change their job) The study clearly indicated coaching offers greater value when targeted specifically at the B players, or "core performers"—those who show ability but have unrealized potential.

In fact, the study indicated that you can expect to see a 17% or greater improvement in productivity and revenue from your B and C players when consistently coached.

Sales Coaching Focus

Try this simple exercise, regardless of the size of your company, and you will be able to determine where to focus your coaching efforts.

• What percent of your sales people consistently meet their annual targets?
• How many of your team came within 10% of their targets?
• What percentage of your team do you lose every year and how many new new sales people do you have?
• What is the attitude towards changing behaviours of your established sales people, when you ask them to prospect for more new business, or implement a new way of working?

Impact Of Performance Improvement

Most companies we work with at KONA, initially have 10-20% of their sales team that are in the “A” category and 10-20% that are new people. The other 60% is where our Sales Coaching Specialists focus their time and efforts because:

• They are most coachable and you will achieve a far greater ROI.
• They represent the largest fixed investment in your sales budget.
• Given the law of numbers, a simple 5 - 10% performance improvement in the core will yield a significant increase in performance and results.

(In recent Coaching Programmes we have consistently achieved a 19% increase in results and capability which resulted in our client achieving 140% of target in a phenomenally competitive year.)

Click here to read the Sales Coaching Case Study

The practical goal is not so much to expect 100% “A” players, but minimize the under performers’ impact on your business and coach this core team to better results.

Contact Us

For more information about how KONA's sales coaching programme will reinforce your training and help your managers execute the behavioural and skills changes you need to achieve target please contact Michelle at info@KONA.com.au

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