If you have a sales person who is underperforming it is well worth considering sales coaching.
The temptation is to offer them some training in the hope that they will start to win more business, but the issue they have is almost always a different one. These are the likely behaviours you will be seeing.
- Not seeing enough people – the average sales person spends only 10%of their time actively selling.
- Only generating a small number of opportunities
- Generating plenty of opportunities but none of them turn into business
- In the office a lot of the time
- Beautiful record keeping and reports – the average sales person spends 31% of their time on admin.
The issue for most underperforming sales people is more about their attitude than it is about their skills. Some of the attitude problems come from a lack of confidence, and some skills training will help that, but mostly it comes from not taking responsibility for their actions and their results.
This can be very hard for a manager to understand, particularly where there is a high level of commission in the remuneration package. However, we consistently see underperforming sales people blame the market, the products, and the competition for their failure to get more business.
We have a specific sales coaching programme for underperforming individuals. In this programme we
- Help them to recognise the behaviour that is needed for them to be successful in their role.
- Show them how to measure their activity levels.
- Help them to find ways to increase their selling time.
- Help them to handle administration more efficiently.
- Show them how to prospect effectively.
- Teach them the skills that will help them progress more sales.
- Help them to take responsibility for their performance.
We have a very high success rate in turning around underperforming sales people. This quotation is an example of the success we have achieved
“We used Precept to coach one of our sales people recently. 6 months later he is achieving 50% more sales and is much more confident in his interaction with customers, and more proactive in seeking out new ones”
Paul Negus – supplier of specialised office equipment
If you would like to know more about coaching a member of your team, please use the form to the left to get in touch with us, or call us on 01509 415901