Sales
Green Light: Let’s Get Going
1. Sales is a wide topic and drilling down into specific areas such as negotiation or objection handling or closing, etc. is important. 2. Ask people to identify what does it mean to be a successful salesperson, and really listen to their interpretation and feel free to add to that definition as a catalyst to go forward within your coaching.
Yellow Light: Needs Attention
1. Assuming you have a definition of a successful salesperson or an area of sales, create a whiteboard activity where they identify expectations they need to meet specific to that definition using the tiers of learning. Draw 3 columns on a paper or whiteboard, and have them identify in 1 column what knowledge they need, in another column what skills they need to practice, and the last column note where they need to exhibit more confidence. This activity will broaden your awareness of their understanding of themselves, and where you can apply coaching to specific areas of expectation for both parties.
Red Light: Needs Immediate Attention
1. Sales is an area where you can drive immediate attention whether fair or unfair, it always comes back to the numbers. Use these numbers to drive activities of change. For example, you can use numbers such as: We’re currently at 90% of gold…what do you feel are the specific gaps of performance that can be readily improved assuming your willingness to get to 100%? This question and activity will drive a whole conversation and allow you to drill down into areas of sales expectation specifically.
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