“An ounce of prevention is worth a pound of cure” Benjamin Franklin
Talents Bits and Bytes recently reported that in a sales environment, sales managers need to coach their staff up to 5 hours per month and the results your organisation can achieve is 107%.
How many hours should a sales manager spend coaching?
About 5 hours per month, per salesperson. Therefore, if you have 10 salespeople you should be spending 12-13 hours a week on individual coaching or roughly 1/3 of your time. The Sales Executive Council’s research study showed that salespeople who received more than 3 hours of coaching each month performed at 107% of goal, with 5 hours per month, per salesperson as the optimum amount.
To get the most out of the sales staff you need balance and understanding of your team’s behaviours. The manager needs to know what motivates the individuals in the team and how to maximise this motivation through reward, commission and other incentives.
It is difficult to continue to motivate and inspire if you are not constantly training and communicating. Have a conversation with your individual team members. Ask open questions and discuss the clients that they have a great rapport with, and just as importantly, discuss the clients that they don’t get along with and find out why. They are less likely to pursue the less liked clients and spend more time on the easier clients, which can hinder results.
My question to you is, if sales staff needs 5 hours of sales training, then what do sales managers and leaders need in training?
The answer is that a sales manager needs the equivalent amount of time of 5 hours per month, the sales manager team are his clients and he needs to ensure they stay motivated and produce the results. We are all judged on results and the best way to ensure we are improving is to spend time on the basics skills as you would any professional athlete.
With this in mind, we have an opportunity for two organisations to participate in a coaching program that will be discounted. These will be a test cases and The Training Network want to share and report the findings, which will be reviewed over two months.
What is The Training Network offering?
A coaching package for up to five sales staff and one sales manager
1 x Everything DiSC Management profile $445.00
6 x Everything DiSC Work place profile $2382
16 hours Consulting @ $150 $2400
(6 x 1 hours, 2 x 5 SM hours per month)
Total $5227
Reduced to $3000
Save $2,227 Ex GST
How to apply
Send an email to ivan@thetrainingnetwork.com.au with your details or if you know anyone who might benefit please forward this offer onto them.
Offer is valid to April 30th 2013
No other deals can be claimed or entered into with this offer