Sales coaching at W. D. Cowan Associates is a dedicated, intense activity centered on individual sales reps, sales managers, and small groups. It has these major objectives:
- To diagnose and improve a period of low or inconsistent performance from an individual who is usually a strong performer.
- To help an individual improve their sales effectiveness and / or promotability, possibly as part of a career development plan.
- To work with small groups of sales people (usually 2 to 6) to focus on specific aspects of the sales process including the review of pending deals and of lost sales.
WHY USE AN OUTSIDE SALES COACH?
Improving the effectiveness of their sales staff is the most important duty a Sales Manager can perform. In reality, most managers are not able to dedicate the time to do the in-depth Coaching that is required to complete this objective. They may also not have the skills necessary to help a given individual focus on their explicit needs.