The Coaching Effect Blog

The Coaching Effect Blog

    10 Reasons to Spend More Time Coaching Your Reps

    by Sarah Wirth / February 3, 2015

    teamAccording to an EcSell Institute study of sales leadership, both front-line sales managers and the VPs to whom they report agree that more time should be spent coaching sales reps.  Yet, time and time again, sales managers either choose to or are pushed to spend their time on other, less critical activities.  If you want to grow your sales, this has to change.  Check out the reasons why you should spend more time coaching:

    1. Coaching increases motivation – EcSell Institute research shows that a rep’s motivation to sell increases in relationship to how highly they rate their manager’s coaching skills. This relationship indicates that coaching is one of the most significant things you can do to drive their reps to sell more.
    1. Coaching is personally rewarding – When a sales manager invests in the development of their sales reps, they have the opportunity to not only help the rep achieve their sales goals, but also their career development goals. As a manager, few things can be more rewarding for you than helping your reps achieve results that can make a huge difference in their lives.
    1. Coaching improves relationships – Coaching done effectively involves the deepening of a connection both personally and professionally. To coach your team well, you must understand them fully. Therefore, the more that you coach them, the more you are likely to learn about their goals, needs and priorities.
    1. Coaching drives retention – Many researchers have shown that people more often leave a manager they do not like, rather than the job responsibilities or companies they do not like. Therefore, if you can develop more effective relationship and coaching dynamics with your team members, they are less likely to turn over.
    1. Coaching helps managers grow – In order to improve your coaching of others, you have to build your own skills. Invest in becoming a better sales coach and you will also be acquiring new ideas, strategies and skillsets that will drive your own motivation and enjoyment of your work.
    1. Coaching leads to new ideas – When you help your reps learn and grow, you also engage their minds in ways they weren’t engaged before. In this way, learning tends to increase creativity, as it simply gets people thinking. The more you expose your team to new ideas, the more likely they are to come up with their own new strategies. 
    1. Coaching saves time – Coaching definitely takes time. However, when you teach your reps how to set effective strategies, drive better sales conversations and execute more consistently, you are teaching them skills that can make them more independent. Therefore your investment of more coaching time in the present will yield long-term time savings, as your reps can drive sales without having to involve you in all key decisions and presentations. 
    1. Coaching helps build for the future – Not only can effective coaching help your reps learn to think and act more effectively in their current sales roles, but it can help them build their strategic thinking for future roles. You can help create tomorrow’s sales managers and leaders by teaching them good habits around strategy and execution.
    1. Coaching is fun – How you would you rather spend your day? Sitting alone at your desk looking over yet another pipeline report and getting email updates from your reps on which prospects are likely to close this month OR partnering with your sales reps on strategies, tactics and skills to be able to close more sales? 
    1. Coaching drives results – EcSell Institute research indicates that the more highly a sales rep rates their manager’s ability to coach their selling skills, the better sales results that rep attains. Bottom line: more coaching means more sales. And really, isn’t that the most important reason to do it?

    Want to learn some great ideas on HOW to coach your sales team more effectively?  Attend our Sales Coaching Summit!

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    Tags: Sales Rep Motivation

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    Sarah Wirth

    Sarah Wirth

    Sarah Wirth is the President of EcSell Institute and has over 20 years of experience in employee assessment, leadership development, sales executive coaching, and customer service. She has presented to executives from across the globe with organizations such as Mercedes Benz, Estee Lauder, Ritz Carlton, Cheesecake Factory and many more.

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