Ray provides one-on-one sales coaching for salespeople selling all types of products / services and across all industries.
The effective sales coaching training method is simple and beneficial. Ray accompanies salespeople on sales calls (Or listens in on sales calls if tele-sales) to evaluate their current sales performance.
Below is an outline of Ray’s one-on-one sales coaching process.
This can be done as a stand-alone intervention or as a follow-up to a sales training programme that Ray presents. It can be done immediately after the training or 3 to 6 months down the line and can be customised according to your requirements.
Sales Coaching Evaluation Criteria
This is the criteria Ray uses when going on evaluation meetings with salespeople.
Attitude and non-verbal communication. I.E. Positive, “Sales awake”.
Follow a sales process. (Have a plan or purpose for the meeting)
Effectiveness when meeting with customers.
General “Sales ability”.
Asking questions to establish needs / problems. (Before presenting offer)
Additional criteria. (Weak points identified by management) You can add specific points to the criteria that you would like Ray to evaluate if necessary. (See examples below)
Report writing. (Daily / Weekly/ Monthly reports)
Written communication. (e-mail to customers / intercompany communication)
Sourcing new business.
Presentation of product / service.
One-on-one sales coaching process
Send questionnaire to trainee. (General activity questions and list of sales training topics)
Ask trainee to set up appointments with customers (new and existing) for Ray to accompany them on.
Accompany trainee on appointments for half day or full day.
Give brief summary to trainee immediately after appointments.
Conduct a brief interview with the trainee covering general information. (“What do you like / don’t like about your job?” Etc.) You can add your own questions to this if necessary.
Do detailed summary and evaluation of meetings with customers / clients back at Ray’s office.
Request written input from trainee on points that they believe require improvement.
Create a short debriefing report summarising the evaluation and points to be improved.
Meet with trainee and debrief. Agree on points that require improvement. Request a plan of action to achieve this. (This can be done telephonically or by Skype if travel is a problem)
Meet with management and debrief. The debriefing report will be sent to management ahead of the meeting. (This can be done telephonically or by Skype if travel is a problem)
Follow up with trainee by e-mail / telephone. Give tasks. (If required. This step can be taken over by management)
Conduct follow-up 3 to 6 months later. (Optional) Accompany trainee on appointments to see what changes have been implemented as per their undertaking after the initial coaching and evaluation.
For areas within 60 km radius from Centurion the process is: appointments in the morning, a brief summary and interview in the afternoon, full debriefing meeting the following day or later (a week or two)
For outlying areas (Durban, Cape Town, etc.) Ray usually flies in early and then goes on appointments in the morning, does a brief summary and interview in the afternoon and then does a full debriefing meeting the following day and then flies out in the afternoon. (This is for one person) If there is more than one person in the area Ray does appointments in the morning and does a brief summary and interview in the afternoon for one person on one day and then does the same for the other person the following day and then does a full debriefing meeting with each person the following day (Day 3) and then flies out in the afternoon.
The coaching process includes all off site work as well as debriefing with each of the salespeople and debriefing with management and providing a debriefing report.