5 Coaching Behaviors that Drive Sales Growth

Growing sales begins with the sales leadership team,

not the sales producers.  So, if there is a desire to grow or continue growing, place more thought, programs and continuing education against the sales leadership team. 

So in that spirit, here are five coaching activities and behaviors our research supports that will help you consistently grow sales: 

1) Treat everyone uniquely:

There used to be a school of thought that everyone on a team has to be treated the same way, which has now proven to be a bogus approach to sales team motivation.  If you have eight people on your team, you have eight unique individuals, at least eight different motivators, eight different goals, and as a result, eight different ways to coach.

This is not to say those on your team don’t adapt to you as well, for there are some behaviors that dictate culture you may deem as non-negotiable. Consider honesty, candor, work ethic, urgency, goal achievement, etc. as areas where standards are lived by you and expected from all on your team.

Tip: Ask everyone to fill in a goals sheet that includes discussions around professional and personal goals.  Here is an example.

2) Connect with everyone on your team:

In one of my previous sales leadership roles, there was a front line coach on my team who had recently lost a sales rep, which she honestly stated was a complete surprise.  And, while this can happen, it wasn’t the first departure from her team that year. 

When visiting with her about this attrition issue, I shared that surprise departures should be the exception and not the norm, and if you have truly connected with those on your team you will likely know when someone is considering leaving your team.  Her surprised look was memorable and she responded with “are you telling me my team should tell me if they are considering taking another job?”  And my response was succinct and simple… “yes”. 

Tip: One-to-one coaching meetings are what our research shows as a great, structured way to connect with those on your team.

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