Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person (CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader (CPSL®)
Grow your impact as a certified sales leader
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Coaching your sales team increases sales!
Coaching your sales team is the best way to increase sales. Not only that…it increases motivation, proactivity, self-belief/confidence….and is the No 3 Principle in my 7 Principles that underpin a high performing sales team.
One of the most common behaviours I see in Sales Leaders…
and the most challenging one to break is the habit of TELLING…this also includes the heavily disguised ‘telling’ that we refer to as SUGGESTING!
Just because you have loads of experience and have been there, done that and got the T shirt doesn’t mean that you have all the answers and you’re going to tell them the best way to do it…whether they want to hear it or not.
You are NOT THEM
What works for you may not work for them. They know better than you what works for them and the only way you’re going to uncover that is to use your coaching skills.
Use coaching questions to get them thinking, to play out scenarios in their head and to come up with their own solutions.
If they are a bit off track in their solution it simply means they haven’t focused on an important element. Ask questions around possible scenarios so that they come to the realisation for themselves and shift their solution to incorporate their new awareness.
Why is this more effective?
Because there’s much more chance that what they come up with will work for them…and the level of commitment they have for their own solution will trump anything you come up with.
It also builds the proactivity muscle and enables them to solve their own problems in the moment.
If you keep TELLING they stop thinking for themselves…and worse, they only do something when you TELL them what to do!
You still need to identify their skills and mindset gaps
…because they may not be aware of these for themselves.
This is where your experience, your foresight and your expertise come into play…to pick the right coaching questions to start your coaching conversation. That’s the only thing you can plan when coaching your sales people…because you never know which way the conversation will go.
Then your coaching skills take over and your sales people get the very best support to be the best version of themselves.
If you haven’t had any formal coaching training STOP READING THIS BLOG and book yourself on the best coaching course you can find right now.
In my opinion it’s practically impossible to be a great sales leader without excellent coaching skills!
Until next time,
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking