What can I expect from coaching?

Initial Rapport Building

• Getting to Know You: The session will likely begin with some casual conversation to build rapport. The coach may ask about your background, current role, and any recent successes or challenges you've experienced in your sales efforts.

• Establishing Comfort: Your coach will work to make you feel comfortable and open to discussing your experiences. This helps create a trusting environment where you can freely share your thoughts and concerns.

Goal Setting

• Clarifying Objectives: Early in the session, your coach will work with you to define the purpose of the coaching relationship. You might discuss what you hope to achieve through coaching—whether it’s closing more deals, improving your prospecting techniques, or developing better time management skills.

• Setting SMART Goals: The coach may help you set specific, measurable, achievable, relevant, and time-bound (SMART) goals. This ensures that you have clear targets to work towards, both in the short and long term.

Performance Review

• Review of Metrics: The coach will likely review your recent performance data, such as sales numbers, conversion rates, or pipeline activity. They may ask questions to understand the context behind these numbers and identify patterns or trends.

• Discussing Strengths and Weaknesses: You’ll discuss what’s working well in your sales approach and where there’s room for improvement. The coach will help you identify your key strengths and any areas that may be holding you back.

Identifying Challenges

• Exploring Obstacles: Your coach will encourage you to share any challenges or obstacles you’ve encountered. This could range from difficulties in closing deals, handling objections, or staying motivated.

• Root Cause Analysis: Together, you and your coach will explore the root causes of these challenges. For example, if you're struggling with cold calls, the coach might help you identify specific issues, such as a lack of confidence or ineffective messaging.

Skill Development and Strategy

• Targeted Training: Based on the challenges and goals identified, the coach will guide you through exercises or discussions designed to improve specific skills. This could involve role-playing sales scenarios, refining your pitch, or developing new strategies for prospecting.

• Practical Tips and Techniques: The coach will likely share practical advice and techniques that you can immediately apply in your sales efforts. This could include tips on time management, communication, or negotiation.

Interactive Exercises

• Role-Playing: Your coach may ask you to engage in role-playing exercises where you practice sales conversations or objection handling in a simulated environment. This allows you to refine your skills in a low-risk setting. Whilst this may sound a bit scary now, you will be able to benefit from it as the sessions expand.

• Real-World Scenarios: The coach might present real-world sales scenarios and ask you to brainstorm or role-play how you would handle them. This helps you develop problem-solving skills and confidence.

Action Planning

• Creating an Action Plan: Towards the end of the session, your coach will help you create a concrete action plan. This plan will outline specific steps you’ll take before the next session to work on the areas identified. For example, you might commit to using a new sales technique in your next five calls or following up with a certain number of prospects.

• Setting Accountability: The coach will establish how you’ll be held accountable for these actions. This could involve tracking your progress in a shared document, providing updates via email, or discussing your progress in the next session.

Feedback and Reflection

• Coach’s Feedback: Throughout the session, your coach will provide constructive feedback on your performance and strategies. This feedback is intended to help you improve and should be viewed as an opportunity for growth.

• Self-Reflection: Your coach might also encourage you to reflect on your own experiences and insights. This helps you develop greater self-awareness and take ownership of your development.

Session Wrap-Up

• Recap of Key Takeaways: The session will usually conclude with a brief recap of the key takeaways and the agreed-upon action plan. This ensures that you leave the session with a clear understanding of what to focus on.

• Next Steps: The coach will outline the next steps, including any follow-up actions and the timing of the next session. They might also suggest resources, such as articles or books, to help you continue learning on your own.

Ongoing Support

Open Communication: After the session, you can expect your coach to be available for ongoing support. They might encourage you to reach out with any questions or updates between sessions, ensuring that you stay on track.

What You’ll Gain from the Session:

• Clarity on Your Goals: A clear understanding of your sales goals and the steps needed to achieve them.

• Improved Sales Skills: Practical techniques and strategies tailored to your specific challenges.

• Increased Confidence: The tools and mindset needed to approach sales situations with greater confidence.

• Accountability: A sense of accountability that will help keep you motivated and focused on your goals.

• Continuous Improvement: A commitment to ongoing learning and development, with a plan for how to improve between sessions.

Final thought

A session with your sales coach is designed to be collaborative, insightful, and action-oriented. You can expect a mix of strategic guidance, skill-building exercises, and personalized feedback that will help you improve your sales performance. By actively engaging in the process, you’ll gain valuable insights and practical tools to reach your sales goals and grow as a sales professional, you'll also meet an advocate for your success!