Great sales coaches are essential to a successful sales team for your direct sales business. Great sales leaders should remember to work on themselves first, before attempting to lead others. The sales coach’s attitude and actions set the tone for the whole team. A proactive approach and positive attitude are essential to foster a positive work environment. Sales leaders should never become complacent. There is always room to work on your self-development and grow to be a better leader.
Be aware that the attributes that allowed you to succeed as a salesperson, such as winning opportunities, your ability to close a deal, and being valuable to clients are not the same attributes that will help you succeed as a sales coach. Do not try to turn your sales team into replicas of you as a sales person. This approach is not realistic; everyone has different strengths and weaknesses. Also each person’s time commitment may vary. Some of your potential independent sales reps may want to go all in and become budding small business owners, working their direct selling business full time. Others may want to simply earn extra money and work their business part time. Either way, you should have open communication with your team so you can learn their level of commitment. Learn how to identify them and build off of the strengths.
Don’t try to control everything as a sales coach. Communicate your vision and guide your team to see this vision through. Your main focus should be to shift to developing your team and leveraging their strengths. Below are 4 additional tips on being a successful coach for your sales team.
- Don’t be afraid to rely on others for help and advice– you can easily become overwhelmed as a leader. Use your peers and colleagues for ideas, help, and support.
- Be open to giving sales training, everyone is not a natural salesperson. Be able to recognize when someone needs additional training in particular areas and offer them as much guidance as possible to help them be an effective salesperson.
- Be approachable and engaging so that communicating flows easily. Communication is very important in sales. Members of your team should feel comfortable coming to you. Have an “open door” policy, value their opinions, and assist them in solving any problems or issues. Learn to listen effectively and be empathetic.
- Focus on developing talent within your team. It is your job to guide them to being a great salesperson. Don’t volunteer to do tasks for them, teach them how to effectively complete the task for themselves.
Now is a perfect time to meet with your sales team to brainstorm, problem solve, and let them know that you are available to assist them in any way possible and strengthen your direct sales business.
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