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Sales Performance Solutions

Train-the-Coach Program

We strongly believe that sales leaders can get more from their sales forces when they become developers of their people rather than taskmasters or simply managers of numbers.  The ‘carrot vs. stick’ debate will forever wage among sales managers, but the art of coaching gives them a better tool with which to motivate their sellers and help them develop their selling potential.  Our sales performance specialists work with sales leaders and front-line sales managers alike, training them to track the right metrics and teaching them the power of coaching their people.

Many people confuse coaching with advice and other business conversations.  Coaching is not advising.  It is also not preaching, counseling or persuading.  It is not teaching, ordering or consulting.  This is particularly hard to understand if you are a sales manager trying to coach a team member, so you may want to think of it as a coach/client relationship rather than boss/employee, or even teacher/student, relationship. 

Through our Train-the-Coach program, managers can learn to be advocates for the personal change and development of the people they manage. 

According to Coaching Basics by Lisa Haneberg, coaching should serve six purposes:

1. Improve a person’s coachability.
2. Help the person get unstuck.
3. Enhance self-awareness.
4. Facilitate breakthroughs.
5. Uncover potential and build client skills.
6. Help create and implement plans for action.

At Profiles Sales Solutions, we wholeheartedly support these six purposes for our coaches.  With our Train-the-Coach program, you can support profound change and growth through the creation of goals and action plans that move your sellers to action.