Often, when the salespeople struggle with missed goals, lost opportunities, and unqualified leads, the trouble isn’t with the seller but with the manager of the team. While it is helpful to coach lower-level salespeople and you should do so, it makes more sense to start with the manager and choose executive sales coaching first so that he or she can motivate and inspire those under their wing to perform better.
Orient Goals
The first thing that all managers and supervisors should have is the ability to define objectives. Executive sales coaching can help them increase their focus and commitment to their team. Once their goals are known and understood, they will know what to do and when, performing at higher levels and generating excitement about plans, overcome obstacles better and take ownership.
Communication
Likewise, managers must be able to communicate, both upwards in the hierarchy and down. That means they will need to talk to their supervisors and maybe even CEOs, as well as talking to the reps and other departments.
They may also be a therapist to the salesperson, requiring them to have listening skills, and discuss strengths and weaknesses in a positive way.
Independence And Confidence
Managers have to feel confident that they can do their job because they need to be independent. They can’t rely on division heads and branch managers for daily decisions and should be able to make decisions on their own. Executive sales coaching can help them learn more about their job duties, which can lead to more confidence and ability.
Want To Learn
The managers and supervisors should have a desire to learn new things, and while you can’t force them to want that, you can make it well-known that learning is part of the job.
