There is no doubt that there is a lot of valuable time, extensive work and operational planning that goes into exploring and carefully mapping out the successful launch of a startup marketing agency. From setting key goals, forecasting sales and potential profits to knowing and selecting the right market.
While every essential step in the comprehensive plan performs a valuable role in the general success of the startup, any business owner will earnestly advise you that a successful sales plan undoubtedly establishes the essential foundation of a profitable startup. Therefore having an experienced sales team is important, but is it enough?
Achieving Success Starts With A Clear Plan
To realistically achieve success and accomplish the established business goals, it takes more than merely having a detailed plan or securing a great sales team. Success is about more than signing your first lucrative deal. While successful selling consistently remains a key element to productively expand and grow your startup, the core to maintaining success starts with developing skills and talent.
Developing and growing talent is one of the most valuable resources for any business but is also one that is overlooked while more importance is filtered into innovation and aligning goals with industry benchmarks. Good sales practices and support revenue invariably represent the core of any successful business framework. It is for this key reason that from the word go, reaching ultimate sales success starts by getting your sales goals started off on the right foot.
Preparing and developing your sales team is an ongoing effort and one that should ultimately form part of your business operation and processes. A recent article on preparing for the McKinsey PST by MyConsultingCoach got me thinking about what the essential differences are between sales training and sales coaching.
Train vs. Coach
To clearly understand the core differences between training and coaching, one typically needs to begin by understanding the distinct difference between trainer and coach.
In essence, training is about giving someone the tools and teaching them the basics to perform a task. A trainer will instruct someone on how to perform a task while a coach guides them to improve and develop their skills, effectively enabling them to perform better. A classic example of sales training is instructing your sales team, step by step on how to operate the in-house lead generation software.
Coaching is about guiding performance through skill development, growth, and expansion. An example of sales coaching includes a manager helping to guide the sales team to polish and develop their presentation and soft skills to enable them to engage their audience during a sales pitch.
It Helps to Remember
Training a salesperson means they are only as good as the trainer while coaching a salesperson means that you are unlocking unlimited potential.
The Benefits Of Sales Coaching
Sales success is crucial to the economic growth and potential expansion of any company. Besides the most significant benefit of improving revenue, sales coaching, in addition, offers a number of other benefits such as opportunities to:
Enhance the overall skills and cultural performance of your sales team
Improve productivity and performance
Create value-adding and efficient operational performance
Grow and improve your business through successful performance which ultimately leads to better opportunities
Strengthen and build positive team morale
Develop effective communication skills
In A Nutshell
Coaching presents people with direction and guides performance with explicit instruction, making it possible for sales teams to perform to their maximum potential. With success comes positive morale and organizational commitment to economic performance on a specific level. With clear goals, a sales team can concentrate their fundamental value and optimal performance where it matters most, which enables the business to maximize revenue, improve their processes and enhance their business strategies.