You may be wondering, What is a Sales Coach and do I really need one? Many people who make a living in sales already have a sales manager that they report to. I have certainly been in that position. The only problem was that my sales manager believed that if he was mean and negative to me that I would work harder. Funny thing is, he had the same results with all his people - guess what, they all quit!
I've had a few sales managers like that. Men and women who bullied, intimidated and threatened their underlings in an effort to get them to sell more. This form of "managing" has a terrible effect on sales people's self esteem and what happens is that their level of motivation plummets.
The strange thing is that your sales manager typically has a direct connection to your income - when you make a sale, he gets a cut, so why is he treating you so badly?
A Sales Coach on the other hand is an objective professional who can step back and evaluate where you are now and where you want to be in the future. You discuss your goals with your Sales Coach and create a plan to make it happen. Your Sales Coach's income is not contingent on how many sales you make. But rather, she is there to cheer you on, keep you on track, support and encourage you to make sales. She can also teach you how to get referrals and the easiest and most effective ways to follow up.
Many times, sales people have had their self esteem whittled down so low that they are in a funk and cannot get out on their own. Their self talk is very negative, such as:
- I can't sell
- I'm no good at this
- Why is this happening to me?
If you find yourself in a negative slump, here's what you need to do, quick:
First, get a piece of paper and write down ten things you are grateful for. Do it right now. It could be your kids, your computer, your health, great hair, whatever. Just write down ten things right now.
Now, I want you to look at that list and think about how truly great your life is. You really are a blessed person! No more "poor me" thoughts, ok?
OK, moving along. Now get another piece of paper and write down how much you are going to sell this month. Depending on your industry, it could be 50 units, or $50,000 or 6 sales, whatever your situation is, write it down. The reason for writing it down is so that there is no wavering. If you juust say it in your head (or out loud) you can still have negative self talk that follows. For example, if you say, "I am going to have $50,000 in sales in the month of July"( ... but how is that going to happen... what if it doesn't... June wasn't very good so how can I expect July to be better...???) The stuff in brackets is what that little devil on your shoulder is whispering in your ear.
A good sales coach will have many exercises like the ones above to support you in reaching your goals. Remember to make an effort every day to be nice to yourself and to be positive. If you are open to all good things, good things will come to you.
Thank you very much for your nice comment. Yes, I am a Sales Coach and just getting started with article writing. Hopefully you will enjoy my future articles, too. ;)
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