Sales Coaching

Over 30 Years of Sales Training Experience

Matt Randall is a professional sales trainer, with experience coaching all forms of sales skills, including: scripted and socratic methods, inside sales, outside sales, phone sales, transactional sales, consultative sales, and more. He provides customized sales skills coaching to help you maximize your potential based on your strengths and goals.

What Does a Sales Coach Do?

Probably more than you think. As a sales coach, Matt Randall helps to:

Sales Coaching 1

Defining the right goals and strategies is crucial for seller success. If sellers feel a strong enough desire to accomplish the goals, purpose will drive them forward to reach their full potential. Sales coaches help sellers define goals and strategies that allow them to tap into their purpose, leading to maximized sales energy, focus, and engagement.

When a sales coach is able to pinpoint a seller’s motivation, the coachee becomes dedicated to action plans, perseveres in the face of obstacles, and takes ownership over achieving goals.

Sales Coaching 2

Developing and changing habits sometimes feels like it requires superhuman effort. This is one reason sales coaches meet frequently and regularly with sellers. The more sellers know their behavior is being observed, the more likely they will be to stay on task. Sales coaches help sellers develop habits that allow them to reach their goals and get the most from their time.

Sales coaches help sellers to develop and maintain focused action plans, which define both what sellers will and won’t do, allowing sellers to use their time most effectively and to achieve the best results.

Sales Coaching 3

Sales coaches provide guidance, by asking sellers exploratory questions and allowing them to find their own answer. They also know when to offer direct advice about specific opportunities. In this respect, sales coaching differs from other types of coaching, in that direct, immediate advice is acceptable and, in some situations, necessary. Depending on the seller’s level of expertise, a coach must determine whether to be more directive (“Do this”) or facilitative (Let’s work out next steps together). The less experienced the seller, the more directive advice helps, and vice versa.

Sales coaches advise and/or facilitate sellers depending on their experience, in order to help them reach their goals and overcome challenges along the way.

Sales Coaching 4

Sales coaches assess sellers’ needs for skill, knowledge, and attribute development, and encourage ‘seller ownership’ of their own development potential. When coaches help sellers understand the current state of their capabilities and their possible new reality (where they would be if they reached their potential), developmental gaps often become obvious. In these cases, coaches are able to recommend additional training and/or help build development plans.

While sales coaching often focuses on immediate sales effectiveness, it’s important to remember that change does not happen overnight – success takes effort and development over the long haul.

Sales Coaching 5

Sales coaches understand the underlying motivators of each individual seller, and take action to maximize them to achieve optimal results. Some sales leaders believe that a quota and compensation plan are enough to motivate their sellers, but that’s simply not true. People are motivated by a variety of factors (not always money), and it’s the sales coach’s job to determine what that is from seller to seller. With motivation support from a good coach, a seller is able to sustain high levels of energy and action over longer periods of time.

When operating at sustained peak motivation, coachees challenge themselves to achieve. They bear down and focus on their sales efforts and results.

I’m interested in learning more about sales coaching.