subject: Personal Sales Coaches Are On The Rise [print this page] Every successful sales organization must find ways to increase the effectiveness of their sales meetings. There are several ways this can be accomplished. One method that will make a significant impact on team meetings is including your sales personnel by allowing them to input their thoughts and feelings. When salespersons are more involved, chances are theyll pay closer attention and participate at all levels. This can lead to increased enthusiasm. Most sellers would rather participate instead of just attending.
Making Personal Connections
Every salesperson will have specific needs. As they typically spend a lot of time by themselves calling on prospects and completing paperwork, social interaction within the selling organization becomes important. Most people would be more apt to find a sales meeting productive if they are given the opportunity of connecting with each other. Not only does this enhance their social needs, this type of interaction can lead to many ideas regarding selling techniques and their application. On top of that, active participation can also boost enthusiasm and raise their level of commitment in the selling field.
Asking for Input from Your Sales Team
The salesperson is in the field receiving feedback from prospects every day. Therefore, it stands to reason they have a close pulse as to what is working and not working. When all this feedback is aggregated during a sales meeting session, similar problems can be addressed and changes made. Asking salespeople about their experiences with potential clients is essential. This is effectively done on a group level, however in many instances can be done individually. A good sales manager will take all this information and integrate it into better selling techniques and presentations.
Personal Sales Coaching
There are salespeople that perform much better with personalized attention. They may have specific areas needing improvement that relate to them specifically. Many organizations will have personnel specifically for one-on-one training if needed. By providing this type of individual attention, the trainee feels more important and compelled to inject whatever changes are necessary to improve. Therefore, while group training sessions and meetings are important, never underestimate the value of dealing with salespeople individually.
Continual Development
The key to any successful sales meeting is to directly address areas which need immediate improvement. This can include getting more referrals, how to generate leads productively, effective sales presentations, and better closing techniques. All of these should be continuously developed with the idea of increasing sales and profitability.
