Between managing teams, taking care of customers, and managing internal communications, there is a lot on the plate of a salesperson. But the sales team also requires adequate training that will help them stay up-to-date in the field and also build a better career. With this article, we will know more about what deal coaching is and how you can utilize it best for your employees.
What is deal coaching?
It is a famous method for upgrading your sales representative skillset. Coaching has unique benefits that are different from general skills training, and that is what makes it approachable for companies. Let us first understand the difference between deal coaching and skills coaching.
Deal coaching vs skills coaching
Deal coaching targets the professional development of the sales reps for their success in your organization. It coaches the employees on how to close the deals that are held in less structured methods between the sales reps and the manager.
In contrast, skills coaching focuses on broader topics, which improves sales in general. It is much formal training given to the employees.
Even though deal coaching is informal, it must be planned by the managers. So, they can execute the strategy properly to help the employees build the best sales program.
How can you use deal coaching?
It is informal training that happens between a manager and sales reps. When a sales rep is trying to close the deal, the manager suggests different methods of how he can make the process easier and help achieve success. You can help your employees by asking relevant questions and also promoting them to ask relevant questions. This way, you can promote better communication between both parties, which will help them make the right decision.
What are the questions you must ask?
The primary task that you have to focus on is helping sales reps know what the audience needs. Any sales strategy works best when you ask the right questions.
1. What are the company’s primary business problems?
It is the discovery stage wherein your sales reps are getting to know your customers better. Here you are realizing what are the requirements of your customers and primary business problems so you can resolve the issues.
Pick out the big problems of the client to stay relevant in the long run.
2. What are the impacts on the business by not solving these problems?
Learn more about the business and see if the problem you are trying to solve has an impact on the company’s operations.
3. Learn the customer’s vision
Write a vision statement for your customers as if it was written by them and add the words that articulate their vision appropriately.
4. What are the opportunities to act now?
Discover what are the new opportunities that you can work on and events to act on to gain the maximum employee participation.
5. What are your buyer’s evaluation criteria?
Make sure you have enough clarity on what your buyer’s evaluation criteria is. You must make sure you pass all the criteria so that the customer’s top choice will be you.
6. Who is included in the decision process?
When you are dealing with any customer, it is important to know who is included in the decision-making process. You must dig up to all levels of the hierarchy to know which area will be most useful.
You must ask your sales rep to get access to the real decision-makers so you will be able to
7. What is your next step?
When you train your sales reps for all the steps that come further in your journey, the sales process becomes much easier. You must collaborate with your sales reps to make a working strategy that will help you gain customers.
8. What must be your competitive strategy?
At least ten competitors are trying to bag your client. Hence, it is important to know if you have a competitive edge over others. For all the customers to choose you, you must have a strategy beforehand so you can have better and more fruitful interactions with your customers.
9. Why has the deal not been closed?
Every sales rep tries his best to close the deal, but sometimes it doesn’t happen. But it is important to know why. You must know why the deal has not been closed and what things you need to change from now on.
How can you help your sales reps?
- You must tailor your questions according to your business.
- You must update your CRM platform
- Create reports for your managers to use in the sales pipeline.
- Have 1:1 calls with your staff and let them know the right procedure for onboarding customers.
- Always update your sales reps with the latest training so they will use the methodologies in onboarding and retaining customers.
Is deal coaching enough?
Deal coaching is essential for teaching your sales reps how to crack deals more easily, but it is not just the professional training that is enough. Along with it, you must give the required resources to your sales rep so that they will be able to crack the deal.
You must guide them through the company’s requirements and values so it can help your employees understand better how to deal with customers and how they can help them improve their experience.
You must also ask your employees directly what type of training they will prefer for upskilling themselves. If you think the employees will not make a non-biased decision, then you can hold anonymous polls that will help you understand what your employees require.
