Organizational sales coaching focuses on improving sales performance, effectively managing teams, building customer loyalty and clarifying the value proposition to meet the various challenges facing companies.
By activating the right sales performance levers, we have a direct impact on sales and margins.
Benefits for your sales force
Efficient management, as well as perfecting and standardizing sales teams' working methods, translates into tangible gains.
Whether it's boosting stagnant sales, increasing the number of paying customers without increasing the sales force, clarifying the value proposition, dealing with aggressive competition, identifying new markets or clarifying sales targets.
Who's involved
To be effective, sales coaching must address all three organizational levels: the individual, the team and the company.
This type of coaching benefits companies with dispersed teams, those seeking to increase market share, pursue expansion or improve customer loyalty, or those operating in specialized fields requiring in-depth product and market knowledge.
Sales Director: Coaching helps to reinforce the ability to structure and manage a high-performance team. It helps refine sales strategies, motivate teams and achieve ambitious targets while maximizing profitability.
Account Manager: With this coaching, it becomes possible to develop a more strategic approach to managing key accounts, strengthening negotiation and relationship management skills to increase customer satisfaction and long-term value.
Sales representatives: This coaching offers tools to improve direct sales techniques, optimize customer relationship management, increase conversion rates and better manage objections.
Product managers: This coaching aims to better align product strategy with market needs, while improving collaboration with sales teams and maximizing product impact with customers.
How to develop a strategic approach to sales
Developing know-how and interpersonal skills influences results and impact within the organization. Coaching enables individuals and teams to cultivate better habits, strengthen the sense of belonging and improve communication. The result is a high level of commitment to business objectives.
- Take stock of the situation to get the facts straight and define priorities.
- Analyze current performance (results, processes, skills).
- Identify needs to achieve objectives
- Deliverable: Detailed diagnosis
- Establish the gap between the current situation and the objectives set
- Specify objectives and performance indicators to monitor progress
- Clarify expectations to mobilize resources accordingly
- Deliverable: Diagnosis/objective alignment
- Define the specific steps and actions to be undertaken for each objective, and according to what timetable.
- Assess the human, financial and technical resources required.
- Plan training/coaching/mentoring needs
- Deliverable: Action plan
- Implement a customized plan based on the organization's context and business reality. Learning solutions can take different forms depending on needs (synchronous or asynchronous training, coaching, etc.).
- Follow-up and adjustments, if necessary
- Deliverable: Action plan planning and prioritization
- Measure the impact of actions implemented using KPIs
- Produce performance reports to analyze successes and areas for improvement
- Integrate a culture of continuous improvement to ensure the development of team skills and keep abreast of trends and opportunities.
- Deliverables: Measures and corrective actions
Customized courses
To help your sales reps develop their strategic, technical and interpersonal skills, we offer free courses that can be adapted to the skills to be developed.
For more specific needs, public training courses are also available. Whether face-to-face or distance learning, they take place with other participants from a variety of companies.
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