The art of coaching salespeople - 3 key insights to create exceptional performance

What separates high-performing sales teams from the rest? In our experience at Adviser Partner, it's not about luck or the occasional star - it's about the right coaching, in the right way. In an episode of our podcast We Love Sales People - Sales Conversations, our host Jonas Olofsson discusses with Henrik Henriksson, Partner and Sales Expansion Specialist, how effective coaching can build both performance and engagement in sales teams. Here are three insights that every sales leader should take to heart:

1. education, training and coaching - in the right order

Henrik highlights the importance of understanding the difference between education, training and coaching - and that they happen in the right order.

"Education is about theory and understanding, training is about practicing and pushing yourself, and coaching is about getting clear instructions or questions that show you how to achieve the result."

Many jump straight to coaching without first giving the team the right knowledge and opportunity to train. This is inefficient - and often frustrating. When each part takes place in the right order, a foundation for real development is created.

2. Willingness - the precondition for change

A salesperson who is not receptive to feedback is difficult to coach, whatever the tools and methods.

"People perform best when they win. But the worst performers are often the ones least willing to be helped."

Henriksson emphasizes the importance of first creating willingness before starting coaching. This is done by understanding the person's purpose - why they have chosen this particular job. When you reach that point, the will to develop also becomes stronger.

3. Observation - the foundation of powerful coaching

• Effective coaching is based on concrete observation - not assumptions or report data.

"It's hard to coach someone you haven't seen in action. If I had known exactly what my problem was, I probably would have done something about it already."

Co-visits are therefore an invaluable method for sales managers. It provides insights that enable relevant and personalized feedback.

"Saying 'you sold poorly last month - sell more this month' doesn't help anyone. But being able to point to a specific call and ask a question about how the customer reacted, that makes a difference."

Do you want to develop your sales team?

Want to see how the Way of Sales and our approach can strengthen your sales management? Book a call with one of our Sales Expansion Specialists.
Email us at expansion@adviser-partner.se
or find contact details of our coaches at www.adviser-partner.se