My coaching work facilitates change and development and improves the effectiveness of revenue leaders, sales managers, sales teams and salespeople.
Experience guides our actions which are mostly intended to deliver incremental growth on prior revenue performance. You see the sales “experience trap” at work when you hear words like more, harder, better, longer. This has been the sales improvement mantra.
Coaching addresses “the experience trap” and a coaching culture creates the conditions for optimum performance.
“If you want to accelerate your rate of achievement rapidly, you must search out and vigorously employ new behaviors.”
Dr. Price Pritchett, you²
As it relates to your revenue workforce, new behaviors must be employed as a positive response to the changes in the prospect’s purchase decision journey:
- 57% of the sales cycle is complete by the time a supplier is engaged (Corporate Executive Board)
- 2/3 to 90% of buyers are through their journey before they reach out to the vendor (Forrester)
- 67% of the buyer’s journey is now done digitally (Sirius Decisions)
Traditional selling skills and processes are losing effectiveness. The buyer is now the hunter and in complete control of the traditional sales process.
Improved salesperson performance provides maximum coaching value as it positively impacts the team or individual being coached (engagement, success, earnings, personal growth) and the organization that salesperson contributes to (revenue growth, market share improvement, new client acquisition).
Please contact me to discuss the coaching concept in more detail. I welcome conversations regardless of the outcome!