{"id":1176,"date":"2022-05-12T13:37:01","date_gmt":"2022-05-12T13:37:01","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/beyond-smiles-dials-5-sales-coaching-techniques-that-work-2\/"},"modified":"2023-09-25T19:36:07","modified_gmt":"2023-09-25T19:36:07","slug":"beyond-smiles-dials-5-sales-coaching-techniques-that-work-2","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/beyond-smiles-dials-5-sales-coaching-techniques-that-work-2\/","title":{"rendered":"Beyond Smiles & Dials: 5 Sales Coaching Techniques That Work"},"content":{"rendered":"
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Sales is a high-pressure business where you are constantly being evaluated based on your results.\u00a0<\/span><\/p>\n

Navigating the highs and lows of sales work takes a variety of techniques.\u00a0<\/span><\/p>\n

Sometimes, a word of encouragement from a colleague or manager can help. In other cases, taking a short break to walk outside might be all you need to boost your motivation.\u00a0<\/span><\/p>\n

At other times, however, these techniques may not be enough. More structured feedback is needed to get your sales game back on track.<\/span><\/p>\n

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The Sales Coaching Essentials Toolbox<\/b><\/h2>\n

These sales coaching techniques are fundamentals that every salesperson can use to boost their results. They are intentionally focused on core disciplines and habits that work. While you can use these techniques to self-coach, they tend to work more effectively when discussing these ideas with a peer or a manager.<\/span><\/p>\n

1. The Two-Step Recovery By The Numbers\u00a0<\/b><\/h3>\n

Reviewing the numbers is one of the best ways to help your sales reps get back. In particular, this technique is ideal if you suspect weakening performance is linked to insufficient activity. Solving low sales activity gets easier when you use this technique.<\/span><\/p>\n

The <\/span>first step<\/b> of the technique is to gather your sales activity numbers over a recent period. Ideally, choose a sales activity entirely within your control (e.g., number of prospects contacted). For instance, check how many prospects you have contacted in the last 30 days.<\/span><\/p>\n

The <\/span>second step<\/b> of the technique is to ask whether your level of sales activity is high enough to meet your goals. You might have determined that it takes 100 calls to relevant prospects to set 5 sales meetings in the past. If you want to have five sales meetings per week, you need to make at least 100 calls per week.<\/span><\/p>\n

Utilize this process with each key point in your sales process. If you are hitting call number targets but not booking 5 meetings per week, review your call script. Has anything changed? Are you skipping steps? Are you emphasizing different points? This holds true for client meetings and pitches as well. If your close rates fall off, review your process, record your pitches at various points and look for changes in your talking points. Have your manager or a colleague sit in to provide feedback. It is important to utilize data, tools and coaching to review, understand and improve performance throughout the sales process.\u00a0<\/span><\/p>\n

This technique helps you identify a \u201cNorth Star\u201d to guide your sales work. If you constantly hit your North Star numbers week in and week out, you are guaranteed to make progress.<\/span><\/p>\n

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2. Navigating Rejection and Disappointment Effectively<\/b><\/h3>\n

The pain of rejection and disappointment is a constant threat to sales performance. Given that reality, it pays to think of healthy ways to manage these frustrations. Every person has a different personal playbook of tactics that work for them based on their specific personality.<\/span><\/p>\n

Help discover ways that work by asking questions:<\/b><\/p>\n