From Salesperson to Sales Champion-Strategy Number 3: Consistent Weekly One to One Coaching

On September 25, I promised to share with you Five Strategies Managers and Salespeople Need to Know To Help Salespeople Become Sales Champions.

Here is Strategy #3 for you or your manager to execute in order to ensure the success of your salespeople.

Friendly Reminder: If you're a salesperson, don't think you can't play a role in assisting your manager in implementing these strategies.  The more awareness you have around the role you and your manager play in your overall success and failure, the more you can educate and help your manager best support and manage you around the areas and potential pitfalls you have less control over which you manager can address.

Strategy # 3

Consistent Weekly Coaching

While some managers tell me they don’t always have the time to meet with their team, think about the things that are taking you away from coaching and meeting with your team in the first place? I guarantee many of the issues and the problems you’re dealing with are actually a result of not coaching and connecting with your team on an individual and more frequent basis. If you have a team of five or ten salespeople, it’s much easier to manage your time and your schedule to accommodate weekly, one to one meetings. It’s when you have a larger team that makes it more of a challenge strictly due to time constraints. While group or team coaching is also an option to fill in some gaps, there is still no substitute to providing individualized attention. I suggest a minimum of two individualized coaching session per month for each member of your team, understanding that weekly one to one coaching sessions would be ideal. Frequency and consistency is key, just like when going to the gym. The more time you spend at the gym and the better you eat, the healthier you become.  The same rule applies to maintaining and building the health of your career and your sales team.