The relationship between a product, services, and customers is becoming increasingly complex in the current sales environment. Salespersons continuously need to refresh their sales skills to handle the intense competition. The role of Managers in ensuring that their team learns new skills is critical.
Sales performance gets amplified when Managers support or coach their Sales Team. An organization’s performance is seen to increase when a manager’s skill supplements the skills of their sales team.
How does Manager coaching help?
A manager who coaches their team regularly has a significant impact on performance. Still, it is often seen that Managers do not drive up the decibel. The usual barriers to Manager coaching their team are
- Lack of skill –Managers lack the skills to train their subordinates. Many sales executives get promoted to management rank but without the necessary training to become one. They end up supporting the sales team to achieve targets only.
- No time – Most Managers give this reason for not coaching their team. But the real reason for not having time is because Managers are themselves closing deals on behalf of their sales executives and attending to customer complaints. The idea of coaching sessions with the team thus gets compromised or discarded.
- No motivation – Coaching is a thankless activity, and it is considered in monthly or quarterly sales incentives. Since it is all about building long-term capabilities, Managers ignore it to achieve monthly sales targets.
Despite the above barriers, organizations look to different ways to overcoming coaching hurdles. One way is to equip managers to be better coaches. This includes inculcating a coaching mindset in the Managers. They must be made to realize that coaching is not something in addition to the primary job role. Organizations usually have a defined process to develop and support Managers a Coaches. If left to coach on their own, the barriers mentioned earlier will keep cropping up from time to time.
There are my coaching techniques that one can adopt for Managers. However, some skills are simple and effective, for example, the “curb-side- coaching, “which is typically a 2-4 minutes conversation Sales Managers have with their team before and after-sales calls. This type of coaching has more frequency and is more effective than once in a while longer coaching sessions. Keeping the coaching sessions simple and short finds a more receptive sales team and better performance.
However, this type of coaching can be reinforced with an additional longer training session once every quarter. In this kind of initiative, it is better to outsource the management sales coaching by Consultants in Singapore.
The professional training companies have a well-designed process for training Managers and building their coaching skills. Training programs are specific to job roles such as sales. There are also general coaching programs. The outcome of such training programs is that Mangers develop a positive mindset towards Coaching activities as one of the important KRA (Key Responsibility Area). This helps improved employee engagement, improved performance, and higher employee retention.