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SpinDistribute.com Article Directory

The following article was published in our article directory on May 16, 2011.
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Sales Coaching

Article Category: Business Management

Author Name: Gina Kaelin-Westcott

Sales coaching became popular and accepted because of the need to refine techniques in selling products that require expertise in human relations rather than technological know-how. Sometimes the right sales pitch or punch lines can spell the difference between a closed sale and a no-sale. Many sales persons agree that sales techniques are not learned in schools or classrooms. Rather, it is learned outside the schools, in actual selling environments where salesman and customer meet face to face. The salesman through long and extensive experience develops his own brand of selling techniques that he finds effective.

But in the fast paced world of marketing, the long process of learning sales skills by experience is no longer tolerated. Competition is much tighter, sales quotas are higher, time is much more valued and companies no longer wait for sales persons to learn through hit and miss methods. Nowadays, companies make sure that their salesmen are armed with the proper selling skills before being sent to the field. They also identify which levels in the sales totem pole need urgent training and have them trained by sales trainers from companies that offer sales coaching services. While sales coaching is much needed at the level of salesmen, there are many instances where sales supervisors and managers are identified as the ones who need training and guidance.

The middle management level is the most likely group that needs the services of a Sales Coach. The sales managers not only motivate and supervise the sales force but bring about harmony and coordination of the sales team with the other departments of the company. This most crucial function needs to be handled delicately and with proper training, it can be mastered under the expert guidance of the Sales Coach.

In sales coaching, the trainer first identifies the areas where the trainees need the most guidance. A sales training workshop is the most common activity where sales strategies are taught and the importance of right attitudes is elucidated. Most of the time, the training is focused on attitudinal reorientation where bad selling habits are replaced by good ones that bring about positive results. After the unsuitable attitudes are corrected, it is easier to carry out the next step of introducing new sales techniques and skills to the trainees.

The types of sales organizations taught by the more established Denver Sales Coaching and other firms who pioneered in this type of service have muliplied in number. They now include the relatively new business of call centers and the more traditional ones like real estate, insurance, pharmaceutical sales and direct selling. This is because these firms, through thorough study and considerable experience, have acquired the expertise of formulating a wide variety of training systems for use in various fields of sales activities.

Finally, for the new salespersons who are just beginning their career, it is extremely important that they are taught the right selling skills, the proper attitude in selling, and the different techniques that will put their career in the right direction and set their personal goals to coincide with the business goals of the company they represent. Sales coaching is an effective method of achieving this goal.

Keywords: Executive Sales Trainer, Sales Coaching, Sales Training Workshop, Sales Strategies, Creating & Implementing Sales Strategies, Sales Presentation Skills Training, Sales Program, Denver Executive Sales Trainer, Denver Sales Coaching, Denver Sales Training Workshop, Denver Sales Strategies, Denver Sales Presentation Skills Training, Denver Sales Program

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