Q. SalesCoaching - what is it and how does it work?

A. A sales coach’s job is to support the efforts of the sales person in getting from point A to point B. Simple and complex at the same time! The coach will ask many questions to determine what the starting point is and then suggest what set of steps can be taken to achieve success.

Q. I’m meeting my goals so why would I need a coach?

A. You may not need one, but could receive value by having one. Maybe you are successful, but you don’t use your time wisely or efficiently. A coach could help you to free that extra time to either sell more or have more free time.

Q. What happens at a coaching session?

A. You and your coach will talk. The coach will ask you lot’s of questions. They aren’t judging you only trying to get a clear picture of where your skills are. A coaching session will last 30 minutes.

Q. Will I feel stupid in a coaching session?

A. Hopefully you’ll feel enlightened! You know, when the light bulb goes on! A coaching session is not about feeling stupid, but about discovering the easiest way to gain the success you want. You and your coach may laugh together at some of your findings. You can bet that your coach will never laugh at you.

Q. How will I know if I’m learning anything important?

A. You’ll have to be the judge of that, but usually your sales will get better and you’ll feel more in control of your job.

Q. What if I disagree with my coach or don’t like them?

A. If you disagree you should tell them. Tell them why also. They may suggest something that you’ve already tried and didn’t work. They’d want to know that. If you don’t like them and don’t feel comfortable with the coaching you are receiving, you must tell them. You have to trust your coach and feel that you can tell them things you might not tell your sales manager.

Q. Speaking of sales managers, I have one. Does that mean I don’t need a sales coach?

A. Maybe. You’d have to ask yourself if you are receiving all the support and training you need in order to reach your full potential. Many top sales people, as with many top athletes, have a personal coach to help them fine tune all that they are doing to be the best.

Q. How will I know when I’m done?

A. Great question? There will be several ways to know. You will set a learning agenda at the beginning of our coaching relationship. When all those techniques and steps have been achieved or eliminated, you may be done. Some sales people take a break for awhile in order to practice what they’ve learned. Others just keep a regular coaching appointment, but may have fewer per month, just to check in and have someone hold them accountable. You are in control, so you can say when you are done.

Q. How do I find a coach?

A. The best way of course is to get a recommendation from someone else. You can also investigate coaches through web sites on the Internet.

Q. But why would I chose someone on the Internet? They’d be far away.

A. Far away doesn’t matter anymore! Many coaches never meet their clients in person, but talk with them via the telephone. So it really doesn’t matter if you are on one side of the country and your coach is on the other! If you do want to work with someone in your area, you might still be able to find them on the Internet, using your city name in the search.

Q. How much will it cost to have a sales coach?

A. There is a wide range of fees. Remember, you get what you pay for. Many sell subscriptions or monthly programs. It’s best to call and ask for specific fees from each coach you might consider.

Q. Can I buy just one coaching session?

A. Again that varies with each coach. Debby highly recommends at least four sessions, so you can try what you learn in the first session and then have the opportunity to talk about your experience using the new techniques during the second, third and fourth sessions. Debby’s experience is that most sales people want more coaching after they begin, because they get the positive feedback that they may get from no one else at work.