The top leadership development firms in Canada are
conducting sales leadership training on a frequent basis in order to ensure
sales success which in turns lead to revenue growth for the organization. The
top leaders of any organization may or may not belong the sales and marketing
pool; and thus, may or may not be equipped with the skills required to lead the
sales of an organization.
However,
still only 5% organisations across the various industries are hiring ICF Coaches in Canada for conducting
such a training. It is high time that organisations stop assuming that sales
related skills are direct and scalable to any executive. Managing and leading a
sales team requires more than just being good at selling. ICF accredited Executive Coaching Firm In Canada
The ultimate
aim of sales training is to prepare sales leader by optimizing their
performance and maximizing the results. They are not just required to manage
sales, but also motivate sales. Here are the key skills that must be taught
during the sales training sessions:
Creation Of A Sales Success Environment
The
sales managers are trained on how to create an environment where success in
sales is expected as well as facilitated. They are given training on parameters
such as fostering an open communication, following a firm hiring process,
investing time in personal and team training and emphasizing clarity of
expectations.
Encourage Team With Goals
Coaches
in executive coaching in Canada teach
the executives to optimize the performance of the sales team by making use of
specific, attainable, measurable, realistic and timely goals. They are taught
the skills to identify the activities which are going to give positive yield
and allocation of time in accordance with the results. Global Leadership Development & Coaching
Coaching Mindset
The
main purpose of training is to establish a personalized coaching approach in
the mind of executives, so that they can empower their team and help them come
with meaningful solutions without being authoritative.
Improve Low Performance
Indeed,
not all fingers are equal, similarly, not all sales person present in your team
will show impeccable performance. There will be a chunk of team members who
will fall under the low performance category. For these individuals, the
Executives are required to provide additional resources for training or
reassigning of responsibilities in order to manage improvement in performance.
Individual Meetings
During
the course of training, the managers are taught about how to conduct a one-to-one
meeting in order to remove the obstacle lying in the path and drive the sales
team for a superior performance in each and every part of the sales cycle. The
executives are made to learn about the coaching based tone which is a
collaborative tone in order to encourage the other members of the sales team to
drive the agenda instead of only the executive member taking the lead.
Ride-Alongs
The
sales leaders are made to learn conducting of ride-alongs and understanding the
peripheries of who does what during a sales call. During a ride-along, the role
of the sales executive limits to supporting the team member, customer and the
organization.
The
sales training is essential in equipping the executive with the essential
skills they lacked at the time they were placed in this position. Having
completed the training, the sales leader can manage as well as motivate sales.
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