Developing a strong sales team requires a motivated sales staff, solid sales training, experience and support systems to keep the team on track. While sales talent develops from implementing all of these processes, most sales training efforts fail to reach their objectives because of the absence of sales coaching.
The sales coach guides his or her team through the development of goals in conjunction with input from management. With goals in hand, the sales coach also helps the team develop the actions that will help them reach these benchmarks. Sales coaching requires taking the time to focus on the very specific steps each member of a sales team needs to take to achieve success. This allows the sales coach to establish a close relationship with each sales team member and address individual issues that a team member may have.