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Category: Consultation

Hilmuc Africa Ltd > Blog Classic > Consultation
18Oct

Outsourcing

Outsourcing

What we Do:

1. We assess the revenue growth opportunity in the market

2.Alignment with client on best plan to maximize revenue

3.Outsource best fit and well trained Sales force

4.Manage best execution through our unique on the job coaching for frontline sales force.

5.Distribution Management

6.New Product Listing

We Guarantee Best Fit Sales Force:

1.We recruit best fit sales staff

2.We leverage world class training to equip staff and ensure professional engagement with customers

3.We ensure high standard routines and processes drive best excellent in market.

4.We leverage our world class coaching for performance framework and automation platform to guarantee our client increase revenue and sustainable customer satisfaction.

04Jul

Coaching Tips

COACHING EFFECTIVELY

4 Killer Tips for Supercharging Your Sales Coaching Sessions

Coaching is the #1 thing leaders do to drive the performance of their teams. Not surprising then that the Sales Executive Council found that sales reps who received 3+ hours of coaching per month had 17% higher goal attainment than reps who received less than 2.

But despite the huge impact of this behavior, few organizations hold their leaders accountable for doing it. What’s even worse is that there’s a huge disconnect between employees and their managers when it comes to what exactly constitutes coaching versus simply meeting 1:1.

A recent study by Zenger/Folkman showed that first line managers feel, to a greater extent than their executive counterparts, that it’s their responsibility to give orders and directives versus work collaboratively with their team members. Unfortunately, when leaders give orders they succeed in conditioning their people to wait for those orders, resulting in a decline in initiative and overall engagement — crappy.

So how do you supercharge the coaching experience? Let’s begin by defining what coaching actually is.

I like this definition because it reflects both the actions and outcomes of the interaction:

Coaching is about helping your people experience meaningful progress at work by listening and driving accountability through data-driven conversations where we write things down.

Of course, the concept of coaching is like going to the gym; easy to understand, hard to do…or at least do well and consistently. Here are four killer tips sure to supercharge the impact of your coaching sessions:

1. Have a plan

A 1:1 that starts off with the participants saying, “Sooooo, what do you want to talk about today?” is a recipe for failure. A proper coaching session should be like a productive workout where you plan the regiment in advance. Unfocused workouts are sporadic, fragmented, and unrewarding, resulting in the decreased motivation to stick with the program (which is pretty much what happens when people don’t get value from their 1:1’s).

The best 1:1’s include an agenda framework to keep both participants on track. Some topics can be chosen by the manager, some by the team member, with time baked in for “other business.” For example, a 40 minute sales-focused 1:1 can include: 10 minute sales rep forecast review for the current period, 10 min pipeline review for the next period, 10 minutes on sales rep skill development, 10 minute freeform time.

You can also keep your 1:1 regiment relevant by changing it up depending on where you are in the sales period or fiscal year. For example, 1:1’s at the beginning of the quarter or month may have an increased forecast/pipeline focus to them. 1:1’s at the middle or end of the period may focus more on specific deals and how we can bring them to close. 1:1’s near the end of a fiscal year may have a career development focus to them.

Regardless of the tone or focus on the meeting, going in with a plan will result in a high value interaction that both parties are likely to repeat.