Sales Coach

The Sales Manager’s number one job is to obtain results through the "efforts" of others.
What are these efforts? For selling, the efforts are skilled activities, processes, applied knowledge and strategies that must be used at some level of proficiency in order to carry out the steps of the sales process. When the efforts aren’t getting the results either from not doing them right or by not living up to full potential, it’s time to coach.
Coaching involves:
• Understanding how work planning, reminders and cozy chats are different from coaching
• Knowing if coaching is the appropriate course of action using the “quick coaching analysis”
• Following the natural flow of the coaching process
• Using the modified “Sandwich Technique”
• Allowing and enabling the person to solve the problem with your guidance
• Selecting effective positive and negative motivational consequences that aren't terminal or costly
• Using the “Interim Action Plan” to document coaching sessions
• Evoking consequences, positive or negative