The following five situations might indicate that sales coaching is needed so that your VP of sales can address the issues head on.
Sales coaching is not just for front-line sales people. From time to time, managers and executives may also need coaching. This is a particularly sensitive subject at the executive level. However, if your organization’s sales team is encountering challenges, sales coaching for VP of sales might be the best answer. The following five situations might indicate that sales coaching is needed so that your VP of sales can address the issues head on.
A strong team can make it through a few days without face to face contact with their VP of sales, but the VP of sales must be able to delegate non-critical tasks to others so that time is free for the tasks on which his or her contribution is irreplaceable. If this is not happening, sales teams’ productivity and morale can suffer, which can lead to other conflicts.
When turnover rises above average levels, and especially when turnover for top performers increases, sales coaching for VP of sales is usually the best way to combat the issue. The VP of sales is in an unparalleled position to address the causes of turnover and increase sales rep retention, especially for the top tier of sales people. Sales coaching can help the VP of sales identify, understand, and correct the reasons behind rising sales turnover.
In most organizations, compensation for the VP of sales is tied directly to the performance of the sales teams he or she supervises. Under this model, both the VP of sales and the organization have a vested interest in making sure that sales teams reach their targets. If rolling quotas are consistently out of reach for the sales team and the goals set for the team are not being attained, coaching the VP of sales on how to deliver sales coaching to managers and sales reps effectively can help the sales team get back on track.
Although strategy for the sales team is the VP of sales’ primary responsibility, that strategy cannot be deployed if the sales managers and the sales reps that report to him or her don’t understand it. Sales coaching in this situation should be tailored towards guiding the VP of sales to developing creative and efficient strategies and deploying those strategies through the individuals that report to him or her directly and indirectly. This type of sales coaching can also have a tremendous impact on morale, customer perception, and sales numbers.
If new business is the lifeblood of an organization, repeat clients are its bread and butter. An organization must have a solid mix of repeat and new business to stay competitive and realize its goals. When contracts from repeat clients are cancelled or not renewed, it can sometimes indicate that there are issues with the sales team. Most commonly, it’s because the sales team is not reserving adequate time to sell to and support existing clients. Sales coaching that assists the VP of sales in creating a plan for retaining existing clients is an effective way not only to overcome this issue, but to prevent it from becoming a concern in the future.
The VP of sales is responsible for ensuring that your sales team is headed in the right direction. As sales strategies and methods change, the VP of sales may need sales coaching to stay ahead of the curve. Incorporate regular sales coaching for VP of sales and other executive positions to make sure that your organization remains competitive.
Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.