Coaches Train: Always – In All Ways!

By Shirleen Von Hoffmann Sales and Business Development Coach for Sales Team Coaches Copyright 2012

I was talking to a Builder client the other day and talking about their training programs that have appeared to be put on the shelves, since the market has picked up.  The Builder is now meeting sales goals and busy with the details of having deals in the hopper, so that is what’s being discussed now at the sales meetings.  Deals in process and the status of those deals. Although that is important, this is amazing to me.

So if we take this picture and use a different business example, it would be like San Francisco Giants winning the World Series and stopping all of their training prior to starting the next season.  Can you imagine any sports team, baseball, basketball, golf; any Actor, any Doctor, any Dentist not practicing their trade and constantly honing their skills?

Can you imagine a World Series Pitcher not practicing everyday?  So why do we, in Sales, think we can relax our coaching and training programs whenever it gets busy?  Are our egos that big? Do we really think there is nothing more to talk about than just increased Sales?  It’s my opinion that in a time of sales is WHEN you need skillsets.

When you are winning, you have about two seconds to bask in the glory and then it’s back to figuring out ways to stay on top.  Your job as a Manager is figuring out better ways to maximize your Sales People and your Sales.

Training and Coaching brings about challenge, provoking thought to your team.  It challenges what you do each day and what you think you believe.  It challenges your everyday moves and makes you think of better ways to do business.  Training and Coaching isn’t just about getting the prospect.  It’s about all of that and so much more.  There are so many steps to a sale, let’s just name a few.

• Increasing conversion ratios
• Contract skills
• Client management
• Time management
• Finance Process and programs
• Prequalification skills
• Escrow management
• Negotiation strategies
• Closing
• Holding prospects until close
• How to manage problem or disgruntled clients
• Follow up
• Asking for referrals.

Coaching and training has a role in ANY business and in all markets busy or slow.  The skillsets needed just change from market to market.

Coaching and training is the inspiration for the Sales Person.  It’s the one thing that makes them think and grow.  When they grow, they become better, making them and the Builder, more money.  Never miss an opportunity to grow your team when you have them together and if you don’t have the time as a Manager to inspire your team, hire a Coach or Trainer in the business, who can do it for you.  Because I can tell you from experience, there is nothing better for a Sales Person than to be challenged to grow and expand their beliefs and skills.  It’s up to you and a Manager to harness that energy and deliver it to them and it’s up them as the Sales Person to receive it with open arms and use it daily.  If you have anyone working for you who doesn’t feel this way, then they might be working for the wrong team.

Happy Selling