Front line sales coaching is not as common as it used to be. Some sales managers are too concerned about impressing their superiors that they forget their actual responsibilities. A responsible sales manager provides sales coaching to the front line in order to attain their sales targets.

Sales’ coaching is the best way to help your sales team (your customer) hit their target. Progressive sales coaching can also guide salespeople to exceed their initial target and consistently maintain sales results. Sales’ coaching gets the sales results that your organization requires in order to stay in business.

Aren’t sales coaching and sales results the primary focus and responsibility of every sales manager?

Why do most sales managers shy away from sales coaching? Is it because they don’t know how to sell? Are they more concerned about their careers and company politics? Do they think they are better than their customers (their sales team) because they are now managers? Is it because their boss never gives them the time of day and now they are mimicking those behaviors?

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Yes, you can, if you are self motivated and an inspiring leader. You can, because you love what you are doing and you are doing what you want to do. Somewhere along the way you made a decision. You managed the “things” within your control; and got to know yourself, your dreams, and desires.

You paid the price to make your dreams a reality by mastering self-discipline and personal leadership. Now you are in a position to inspire others to be results oriented and self-motivated during these trying times.

As you know, this is not the case with some team leaders. Many team leaders are not in control of their own lives. They are not motivated or inspiring or more importantly, results oriented. They may not be aware of the importance of said qualities in a leader. It is virtually impossible to give to others, if you don’t have it to give.

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Sales team motivation can be an easy task, especially when appropriate disciplines are demonstrated by the sales leader. That is when employee motivation happens naturally.
It is kind of like “monkey see, monkey do” approach.

Motivation, no matter if it is self motivation or employee motivation, is defined as a motive to act. What motivates you and gets you to act, does not necessarily mean it will work for others, or lead to employee motivation.

No one can motivate you, only you can motivate yourself. You cannot motivate others. As a sales team leader all you can do is demonstrate appropriate behaviours and create an environment where employees motivate themselves.

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Velocity Selling begins with buyer relationships. People buy for emotional reasons and they buy from people they like and trust. The Velocity Selling Cycle starts with building relationships. Therefore as a sales professional, it is important for you to be aware of and to understand the universal needs of buyers.

The competencies of sales professionals are numerous but boil down to human interaction, communication, and relationship building. As a sales professional, you must establish rapport and build trust, communicate effectively, and develop and maintain lasting relationships if you are to succeed in the sales profession.

In order to build a long-term relationship, it is imperative to first establish rapport with your client. You need to know how to build rapport quickly so that you can gain the trust that is needed to ask questions and get answers. You need two basic communications skills – asking the questions and listening to the responses. What is the point of asking questions if you are too busy thinking of other questions to ask and not really listening to the answers?

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