Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges

September 30, 2013

Practical Solutions for Your Everyday Sales Challenges

Corporate sales executives are always searching for ways to increase revenues without making major changes to their technology, processes, or workforce. When done effectively, sales coaching can be the catalyst that improves sales results, team morale, and employee retention. In her new book, Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges (Wiley; September 2013) Peri Shawn provides proven sales coaching material that includes assessment, tools, and exercises.

Shawn's proprietary methods are derived from her work at the Coaching and Sales Institute and have been used by major corporations and mid-size businesses. The sales coaching philosophy shared in Sell More with Sales Coaching are based on over 25 years of research, development and practical application in the corporate world. Based on the author’s research with corporate sales professionals, Shawn explores how an assessment enables a team leader to identify which of the top ten sales mistakes are being committed by their teams.

Shawn can discuss how coaching can help drive higher revenues and performance by:

• Assessing team members' sales capabilities
• Determining what type of coaching is needed on an individual basis
• Identifying sales mistakes being committed by salespeople
• Coaching team members to avoid committing sales mistakes
• Improving the quality of sales conversations
• Increasing the quality of conversations within the team

“Sales coaching involves influencing your team members’ thinking, which, in turn improves their sales behaviors and results in greater sales. It’s a cause-effect dynamic. If you try to take a shortcut, and only focus on coaching sales behaviors, you make your team dependent on you for reinforcement,” says Shawn. “When you focus on shifting the thinking behind their sales behaviors your team members use the best of their thinking to solve their clients’ issues and feel more confident in their growing abilities. And you’ll feel more secure knowing how capable they are.”