Hoosier Banker 37 SALES & MARKETING It is an important distinction in sales – understanding the relationship manager or lender who can sell versus the one who will sell. Think about your own bank and those who consistently produce beyond the expected. There is something more than just their skills that drives their behavior and success. There is the will to do whatever it takes to help their client and also achieve their goals. Why Sales Coaching Matters This distinction between the can and will is why sales coaching really matters. Sales training can help develop a new lender so they understand how to prospect, prepare, qualify and close business. But it is often the coach who helps that banker uncover their will and their desire to sell, who stokes the fires by asking the right questions and helps them establish extraordinary goals. Sales coaching matters because it is personal, based on the salesperson’s situation, drive, hopes and dreams. Sales coaching is also important to every organization because salespeople reporting to a manager with strong coaching skills have 26% more closeable late-stage opportunities. But we also know from the data warehouse of Objective Management Group that less than 10% of sales coaches know the personal goals of their bankers, so while they may be well intended, how can a sales manager coach a salesperson until they know why that person comes to work every day or what compels them Sales Coaching: Why It Matters to pick up the phone and make that next prospecting call? Most sales coaches move up through their bank because they were good producers and, because of that, they are adept at translating how to sell effectively, but they may not be as skilled at helping uncover a lender’s will to sell. Sales managers need a coaching system so they know when to coach their salespeople and can then follow an intentional sales coaching process to make it effective. We have found these nine skills to be essential, and highlight them in our Sales Coaching Skill Development Plan: 1. Debriefs effectively after significant calls 2. Effective on joint calls 3. Asks quality questions of their salespeople 4. Understands the impact of a banker’s Sales DNA 5. Can demonstrate an effective sales system 6. Is effective at getting commitments from salespeople 7. Consistently coaches skills and behaviors 8. Understands the impact of a lender’s will to sell 9. Effectively onboards new salespeople There are many sales managers who can do the job of coaching – they have the skills, but perhaps are not motivated by achieving success through the development and achievements of others. Those who lead and manage salespeople can lack the will to succeed in sales management. It’s an important distinction for every company to consider as they hire and develop their team. HB Jeni Wehrmeyer Chief Operating Officer / Chief Marketing Officer Anthony Cole Training Group LLC Jeni@ AnthonyColeTraining. com Anthony Cole Training Group LLC is an associate member of the Indiana Bankers Association.
RkJQdWJsaXNoZXIy MTg3NDExNQ==