2721 839 4839 karen@karenwessels.com

Everything You Need To Know About Sales Coaching

How to determine whether sales training or sales coaching is for you

By now you should be rather aware of my passion for sales. And this passion has spilled over to how I run my businesses, how I lead my team, hosting sales masterclasses, providing sales training and giving sales coaching. It’s what I love to do, helping others and at the same time I get to tap into my knowledge base and extract from my hard earned experiences.

I’ve been very fortunate to host a number of sales masterclasses over the years, with the most recent one being in Cape Town on 5th July 2018. Part of my passion for helping others is to see them succeed and particularly to assist women in gaining confidence in the sales arena.

Unbeknownst to most of you, you are already selling, whether you are negotiating for an increase at work or communicating with your children about the importance of eating vegetables and brushing their teeth. Sales covers a broad spectrum and somewhere during your day you are touching on many sales aspects.

After each Sales Masterclass I host at least a handful of attendees approach me to give them sales training. Some go onto being coached and others only receive sales training.

So what is the difference?

Sales training is essentially a module that has been pre-prepared and the student is taken through each module systematically giving them exposure to all parts of the sales machine and arming them so to speak to go out into the field to execute what they have learned. I would say that sales training is more for sales teams, in my opinion.

Sales coaching is far more personalised and tailored to each individual’s situation, their business and to what is required in the moment. My particular sales coaching is very much geared towards entrepreneurs, business owners and virtual assistants.

A high-performing Sales Coach will cover these aspects

  1. We help define your goals

  2. Together we develop healthy sales habits

  3. Provide much needed guidance

  4. Develop skills and knowledge

  5. Keep you motivated

A unique one-on-one approach for sales coaching is required for it to be a success and for the student to see tangible results for their investment. Sales coaching is ongoing, individualized and is meant to reinforce corrective behaviour.

Benefits of sales coaching

What are the benefits of receiving sales coaching? That is, why would you commit your time, energy and money to getting sales coaching?

  • Sales helps with your retention rates. Notoriously it costs way more to gain new clients than it does to retain your current clients. Are you going out of your way to ensure customer loyalty? Here is an opportunity to cross-sell and up-sell.
  • Sales coaching provides many opportunities. I love expanding my students minds and get them in the mind-set of always be closing (ABC). We are presented with opportunities throughout the day, however, if you are not aware then you may miss many of them. Always be in the mind-set of selling your services or products, after all, you are your business’s best brand ambassador.
  • It’s a continuous thing. In order to grow we need to learn. To learn effectively we need to make it a daily habit. With your sales coach by your side you are inspired and motivated to keep going, even when things start getting tough or don’t turn out the way you expected.

A great sales coach will keep you motivated, incentivized, focused, driven and on track. Your sales coach should share their vision with you, what keeps them motivated and driven. Don’t just choose a sales coach willy-nilly, go check out their track record, research their brand and brand effectiveness, see what they are busy with on social media. These are all ways to help you choose the right sales coach for you and your business.

About the Author : Karen has facilitated and hosted many sales masterclasses, workshops and training sessions to not only boost sales confidence however to also instill sales skills and tools that are personalised to each individual.

Karen is also a sought after speaker at Sales Conferences & Seminars, Secretarial Conferences & Symposiums and Entrepreneur Conferences & Workshops, where she engages her audience with story-like presentations of sales, outsourcing and business.

To learn more or to book Karen, visit her website.