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| Using a Sales Coach | ||
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Double Value On the job training can mean two things - pick it up as you go or having two people tied up doing the job of one. The latter is effective but expensive. Can a sales manager always find the time? Are your sales people learning at the expense of your sales? What if you had an expert on hand, just when needed, to act as personal coach for individual sales people? Someone with proven sales and coaching skills. Someone who will provide objective, non judgmental feedback. The best athletes rely on a coach to help them achieve peak performance. You can to. The investment in one hour a week for three months is completely recovered from an increase in sales of less than 5% by one individual.
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Pros & Cons Of Outsourcing The pendulum swings from outsourcing everything, except core strengths, to bringing functions back in house. Neither solution holds the whole answer. Objectivity and common sense must prevail. The services of a professional coach, if used at all, must be used judiciously. When does it pay? When a sales manager would do it but for lack of available time or when a he judges the sales person will be more open to independent feedback and advice. When the pool of skills within a company are lacking or individuals are too fully occupied to transfer their knowledge and understanding. What are the odds of success in using a professional coaching service? It depends a great deal on the individual to be coached and the skill of the coach.
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Selecting A Prospective Coach First get a clear picture of the intended outcome. Writing it down helps with clarity and the selection of suitable candidates. If choosing is treated with the same care given to hiring a senior executive, success will be more certain. The coach who will conduct the work is more important than the company offering service. The people who will receive coaching, should participate in the selection process. Once a choice is made, the coaching schedule, its objectives and milestones need to be defined and documented. This will enable progress to be monitored and direction adjusted if the need becomes apparent. |
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