Adults Learn With Reinforcement
Teaching adults new skills and getting them to change their habits is very difficult. It is not enough to simply train someone and expect them to change their day to day behavior. Sales managers and sales leaders need to be hands-on with their team to make sure that new skills are being reinforced.
The best way to reinforce sales skills is consistent and regular coaching. If sales managers can’t coach, they won’t be able to reinforce skills to change habits and improve their sales team’s performance.
Skills Take Practice
A critical part of adult learning and habit change is practice. Sales reps have to practice their skills in order to retain their knowledge and improve performance. Sales managers need to be well versed in coaching skills that will allow them to practice new skills with their sales team members on a regular basis.
Sales managers need to practice their coaching skills as well. If sales managers and sales leaders don’t get coached on the latest coaching best practices, their team’s sales performance can take a hit.
Tech Stacks Can't Coach
Far too often, sales managers and sales leaders focus first on the tech stack before ensuring that their sales team even has the skills needed to take full advantage of the tech stack. Sales are still conducted between people and conversations are what drive sales. To have good sales conversations, you need proper sales coaching.
While technology can help teams enhance their coaching, it’s the sales manager themselves that have to coach the team. The tech stack can’t do that for you. This is why sales management coaching is vital to your team’s success.