Sales coaching: a key to improving business results
Posted on December 24, 2014 by Jose Gregorio Jimenez, One of Thousands of Business Coaches on Noomii.
How successful sales people manage to get outstanding results in face of crisis
Most of the time we see sales people in companies trying to make their way through the often complicated business environment. Obstacles along the way are common in multiple ways: hard to achieve business goals, tough supervisors, difficult customers, sophisticated market, growing competition and many other challenges. To make things worse, personal problems are always there and you can´t ignore them without taking the serious risk of facing a major crisis. But like it or not, that´s the reality many of us face these days. Good news is, it doesn´t have to be that complicated, or at least not all the time; there are effective ways to learn to cope with professional challenges and yet come out victorious.
To make a successful career in sales, you have to cultivate and develop a certain number of critical skills; once you get to master these skills, work gets much easier, performance takes the right way and results start appearing almost effortlessly. Regardless of the industry you´re in, you will deliver great results once you master these skills; and that is so basically because they cover three different dimensions that are fundamental to every professional in this century. These three dimensions are a part of what you are, what you do and how you do it; they reflect your business potential and opportunities; if you want to become a world class sales person, you have to master each one of these dimensions.
First you find the dimension of Skills or abilities, which is related to how you do things day to day. If you can picture three concentric circles, this one would be the most external one. Skills are on the surface, they are operational, indispensable to perform effectively in today´s business. Second dimension is related to your intellect and the information you have in your brain. That´s Knowledge in its purest expression, power in reserve waiting to be utilized to generate greater productivity for your company. The better the quality of information you have and the better you apply it, the higher income you will get every single month. Finally you find the inner circle which hides the most important set of competences predicting success, the ones related to Attitude, your internal motivation comprising the reasons why you do what you do every single day in your life. When this dimension is strong and healthy, all the others flow effortlessly towards the gold medal with a smiling face: commitment is high, energy is uprising and joy is always there.
Throughout my career as a trainer and coach, I have helped many people grow stronger in each one of these dimensions. I feel joyful and thankful when I hear positive reports of high performing individuals and teams who are now delivering much better results because of our work together. Hopefully we´ll meet soon to share exciting challenges to come out of victorious too!
