Sales Coaching vs. Sales Training: Which is Right for Your Business?
SALES COACHING VS. SALES TRAINING: WHICH IS RIGHT FOR YOUR BUSINESS?
While sales training and sales coaching may sound identical and have the same end goal due to their close relationship, they differ in purpose and approach. Sales training provides representatives with the necessary tools to get started, whereas effective sales coaching enables an individual’s long-term growth. It is crucial to understand how these two elements interact and when they should be utilised in your company to achieve success.
What is Sales Training?
Sales training equips salespeople with the knowledge, skills, and techniques required to sell a product or service. This form of training is typically role-based, where sales representatives are trained in cold calling and pitching, while account executives will receive training in negotiation and objection management.
The purpose of sales training is to prepare sales professionals to achieve company objectives. This can include hiring external specialists to conduct training on the latest sales enablement tools or educating sellers on how to adopt a new technique. This information is often delivered in a presentation format with minimal involvement from the audience.
Sales training is a critical component of the onboarding process and a valuable tool to keep salespeople updated on current methods and technological advancements. However, developing a successful sales team requires more than just training. In order to achieve the best outcomes, sales training should be combined with effective sales coaching.
What is Sales Coaching?
A sales coaching program, in contrast to large-scale training, focuses on enhancing each individual’s performance one at a time. In order to facilitate this process, sales leaders schedule regular check-ins and one-on-one meetings. The sales leader and team members will create a customised plan for professional growth during a sales coaching session. This plan will be developed by taking a salesperson’s specific goals, skills and limitations into consideration.
Even though the leader may offer suggestions to help the sales professional develop their skills, it is ultimately the responsibility of the individual to discover areas for growth and work toward progress. Along the way, the sales leader will be available to provide guidance and accountability.
Sales Coaches Vs. Trainers
Despite their apparent similarities, these two roles require very different skill sets. While both should be professionals with a solid understanding of the sales process, sales coaching demands a few extra skills. Sales coaches should be empathetic and supportive and have strong leadership qualities. Although many coaches start their careers as sales professionals, not all good salespeople make good instructors. It is crucial for sales coaches to establish a nurturing environment and know how to inspire their teams.
Effective sales coaching does not involve delivering commands or making sales representatives follow every playbook guideline. Instead, the focus should be on assisting every member of the sales team in discovering what works best for them and then leveraging it to achieve success.
Why Do You Need Both Sales Training and Sales Coaching?
Regular training is essential to keep your sales force up-to-date on the latest techniques, resources and procedures. When your business launches a new product or service, you will probably require new training to accompany it. Training is one of the best ways to provide new information to a lot of people at once.
However, sales coaching programs should be an ongoing effort. These programs should help sales professionals reach their full potential regardless of how long they have been an employee of the company. Sales training and coaching will develop your sales team, leading to higher close rates, lower turnover, and increased revenue.
Invest in Sales Coaching with Business Multiplier
Coach Felicia developed company Multiplier with the objective of assisting company owners in building enterprises that will help them reach their personal goals through proven business coaching programs. They believe that your business should assist your life goals rather than requiring you to compromise your personal life for it. They recognize that good sales require more than just abilities; it’s about cultivating the proper mindset and creating a supportive atmosphere. Your sales staff will not only learn important tactics through their sales coaching program, but they will also embody the correct mindset and culture. For more information, visit their website.