A study by CSO Insights found that dynamic sales coaching training boosts win rates by 28%. But it’s not just the coaching program that brings such fruitful results. Along with the program, the best sales coaches in Dubai have “certain key characteristics” that bring success to them (and their teams). Here, we’ve gathered the 6 qualities that make a top sales coach. Read on to know what these traits are.
6 Attributes Of An Expert Sales Coach
- They Speak In Specific
Instead of discussing generalities like “Focus on getting your close ratio up,” they ask about specific topics. E.g., “How many calls did you make yesterday?” and “How many of them led them to a first appointment?”.
- They Develop Partner Relationship With Their Reps
A great sales coach avoids “managing” and “bossing around” sales reps every time. Instead, the sales manager partners with the sales reps to better build their rep skills like a sports coach.
In the NFL, there is always a quarterback coach. During the quarterbacks, they don’t simply order the players on what to do next. They work with the players on strategies to boost performance in the next phase of the game. So, being a sales coach, you should divert your focus from a traditional sales “manager” to a quarterback coach.
- They Ask A Lot Of Questions To The Reps
As a sales coach, you’ve to get your sales reps to think for themselves. So, the coaches ask a lot of relevant questions to the sales rep to develop their problem-solving skills.
Whenever a problem arises, they don’t always tell their reps what to do. If there is a knowledge gap, then only they educate them. If not, they ask a question to help them think of a viable solution for the problem.
In that way, sales coaches develop their reps’ independence rather than dependence. Examples of such questions are –
- How many leads do you have? Is that enough to build a pipeline?
- What value proposition do you share with your clients? How did they react to it? Are they looking for any other benefits?
- They Stay Focused
The best sales coach prioritizes only one thing in each session. This leads to clearer, more effective coaching. The discussions are very specific, ensuring each action is thoroughly understood and taken. In that way, each sales rep will clearly understand what they need to work on. When you put in several topics in one session, the sales rep will find it more confusing, leading to demotivation.
- They Are Prepared
Preparation is that vital coaching element that separates the average sales coach from a great one. It is essential for sales managers to prepare before the coaching session. They need to consider the last coaching lesson and how the team members are progressing towards it. For that, the sales coach looks at their past notes, reviews current metrics, and listens to call recordings.
- They Have Compassion
When the sales manager teaches with compassion, he will earn each team member’s respect. The result will be a sales team that will be ready to do anything for him, give 110% effort and produce excellent results.
Train With The Expert Sales Coaches In Dubai
At Rooftop Sales, we have excellent sales trainers that can develop your best strengths, overcome your weaknesses and guide you to victories. They have all the requisite professional qualities to grow past your limits and achieve new milestones in the sales field.
Call +971 55 558 0906to enroll in our online sales coaching programs.
