How Sales Coaching Improves Novice Salespeople

Maybe it is just me, but there appears to be an onslaught of novice salespeople.  And this also means a lot of unnecessary sales mistakes. Sales coaching is the simplest solution to insuring the success of those new to sales.



Yesterday I spoke to someone who was new to sales within the real estate industry. As I listened to her, she made several rookie mistakes that with some coaching could have been avoided.

Mistake #1 – Presumptions

Experienced salespeople know never to presume anything.  This is why asking questions is so important especially in overcoming stalls and objections. This sales eager beaver was very intent on telling me her message based on presumptions probably learned in some questionable sales training program or seminar.

Sales Coaching Solution – Effective coaching especially through role play is a great way to overcome any presumptions. Of course, the sales manager must also not have any presumptions which is another topic for another day.

Mistake #2 – Honesty

Even though she thought she was being honest, she made one significant glaring mistake which immediately brought into question her honesty.  Actually this was quite ironic given she had just told me she is always honest with her clients.  My sense is she just didn’t want to tell me how she came upon the information that our home was listed as For Sale By Owner.

Sales Coaching Solution – Role play returns as a way to overcome any potential miss steps that may be viewed as deceitful.  Learning to tell the truth or say “I don’t know” is always better than telling a little white lie or a big lie.

Mistake #3 – Violating the Sales Process

People buy from people they know and trust.  Until people know you, they cannot trust you.  With limited time, many novice salespeople jump into the sales pitch (selling) before the marketing has actually started.

Sales Coaching Solution – Understanding the sales process is key to sales success. Rushing into selling without building a relationship especially in B2B or even B2C industries can spell disaster.  Customers are becoming far more educated.

Many novice salespeople cannot afford a sales coach. This is way it is essential for sales managers or SMB owners to understand the coaching process and ensure it is present in their organizations.  Failure to bring coaching into the business only sets up these novice salespeople for failure and may ruin a truly good to great salesperson.

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