Business information written specifically for newspaper advertising departments

Coaching Your Sales Reps

Coaching your team is a long-term undertaking; I understand you’re busy, but with regular sessions with the sales staff, guiding them through all the aspects of the sales functions and solving problems together not only builds their confidence, but also builds their numbers.

Coaching your sales team provides them with the help, support and guidance they need to grow their skills and abilities to allow them to increase their sales revenue. Most managers and directors function with numbers. They set targets, check figures and wait for improvement. They usually don’t take the time to coach the individual team members. Big mistake! Coaching your team is a long-term undertaking; I understand you’re busy, but with regular sessions with the sales staff, guiding them through all the aspects of the sales functions and solving problems together not only builds their confidence, but also builds their numbers.

As you coach your team to success, it’s important to remember they are an extension of you, and your company. They are living advertisements. If they don’t have a solid skill set how will that look on you? Motivate your team with a few simple steps.

1. Create and promote an environ-ment of self-motivation.

2. Foster on the individual.
Coaching your top performers will help yield the fastest and highest results. Working with team members that are mediocre will let them grow to become top players. 

3. Develop a clearly defined strategic sales plan with focused guidelines.
Make sure every team member is committed to the plan.

4. Coach your team to be accountable.
They need to be accountable for their own improvement, and to support their colleagues with advise, tips and leads.

5. Promote the strategic use of your sales person’s time.
Provide coaching and mentoring to help them how to prioritize and strategize their time, which will lead to improvements in both productivity and in revenue.