25 Areas to Focus on Coaching Salespeople

9 February 2021

In the hectic work environment, sometimes we overlook the prefect moments to coach and develop salespeople.

Here are some good situations to coach them:

1. Performance review meetings
2. Personal development sessions
3. Work in progress update conversations
4. Small group meetings
5. When they succeed or make a breakthrough in sales achievements
6. When they show the right sales behaviours and actions
7. When they help and support others to succeed
8. When they are stuck with the customer development plan
9. When they are behind schedule meeting the monthly sales target
10. When they show declining or inconsistent sales performance
11. When ask you for the guidance and opinions to solve an issue
12. When they show low confidence in dealing with difficult customers
13. When they are fear of managing complex sales task
14. When they are giving up or lost of fighting spirit / hope
15. When they hesitate to make decisions
16. When they are blaming others, things and situations for their failure
17. When they are exhausted and overwhelmed with the workload
18. When they dwell too much on low impact sales tasks and activities
19. When they keep repeating the same mistake
20. When they are practising in the sales call role-playing exercise
21. When they fear or get stuck with a sales presentation or closing the sale
22. When they don’t prepare well before meeting the customers
23. When they constantly miss the daily, weekly, or monthly sales reports submission
24. When you work with them in the field sales
25. When you need they show commitment to complete a sales task

and many more…… the list is not exhaustive.

You’ll notice that coaching is not everything about correcting their mistakes. It is about a conversation helping them develop the right behaviours and build repeated successes. Catch them do the right things is equally important as helping them correct their mistakes.

How many of these sales coaching opportunities you might miss out? Share your comment below.