Sales Training
A sales training or sales coaching program is designed to help sales professionals achieve sales success for themselves and their organizations. Most sales training programs help develop sales skills and techniques needed to approach cold leads, create new sales opportunities, close deals, and build rapport with clients and customers.
Whether you’ve just started out on your sales career, or you’re a seasoned pro who has been in the game for years, the skills and techniques you carry with you are the keys to your success. So, you’ll always find room for improvement.
Sales Coaching
Sales coaching is the process of developing and mentoring a salesperson through one-on-one relationships with a manager or peer. An effective coaching program helps reps self-diagnose deficiencies, enabling reps to take greater ownership of their performance and improve their outcomes.
In the scheme of sales training and sales success, coaching lives between sales onboarding and sales training. While onboarding happens at the onset of a job or during periods of transition, sales coaching, like training, should be a continuous process. But unlike training scenarios in which a manager typically leads discussion on broad initiatives and tactical skills, coaches should listen more than they talk to help reps uncover issues on their own.
As the role of a salesperson has shifted from “seller” to “trusted advisor,” coaching engagements have become increasingly important. This process of development allows reps to grow soft skills, such as communication or negotiation, which are difficult to master in a traditional classroom or online scenarios, but necessary to delivering a modern buying experience.
