Coaching Management of Sales plus Sales
Management Consulting equals CoachSulting
(Sorry for the awkward wording, Coaching
Management of Sales,was used this way in order for you to find me.
Apparently sales managers don't search for Sales Management Coaching.
Rather, they search for Coaching Sales Management... Leave it to sales
What CoachSulting does for Sales Managers...
CoachSulting makes sales mangers look brilliant to
their peers, amazing to their sales teams and job threatening to their
There are some great benefits that corporation can
derive by hiring a consultant. Yet, consulting comes with some
limitations and drawbacks. There are also some great benefits that can
be gained with coaching management of sales. And yet coaching also
comes with drawbacks and
The pros and cons are each described below:
Sales Management Consulting
a lot of the work for you
Doesn’t account for uniqueness
Coaching Management of Sales
do the work
Takes time to see effect
No standardization of experience
Loss of the big picture
CoachSulting: The Best
of Both Worlds
- The work that requires expertise is done for
you based upon your input.
- The work that does not require expertise is
completed by your people insuring their input.
- This shared work approach reduces costs,
increases sales force engagement and empowerment, while speeding up
- Results in a standardized process with a
customized approach, unique to your organization.
- You get all the benefits of both coaching
management of sales, and sales management consulting.
CoachSulting takes top-down guidance from the sales leader in the
organization, and returns a bottom-up, executable plan that the
empowered sales force created.
(When the sales force creates the plan, they can’t
really complain about it can they?)
This is the strategic
approach used throughout the military.
Generals don’t say, “I want you to attack that
hill at 0700, and here is your plan to do it.” Rather they say, “I want
you to attack that hill at 0700 and you have three hours to brief me on
your plan on how you are going to do it.” That is the same
mission-down-plan-up approach you need to take as a Sales Manager.
Give me and your sales staff the mission. We will
work out the plan (ex:
and Marketing plans) and come back and brief you on it. You change what
you don’t like and
we will adjust the plan accordingly.
At the end of the CoachSulting agreement we will
have identified your companies ideal client, their demographics and
more importantly their psychographics (specifically what clients want
from your company).
We will be clear on your ideal clients’
decision-making process and why that is critical for the sales process.
You will have a documented sale process that is agreed upon by the
You will have a marketing
which is integrated into the sales process not operating outside of it.
Your most effective lead generation strategies
will be identified and perfected making your marketing content
laser-focused on your ideal client, nail their hot buttons, moving them
from suspects to prospects.
Your lead qualification and lead conversion
processes will be known by the entire sales team as well as scripted
out with sales scripts. Your sales team will know the words to say,
when to say them, and how to say them.
All you have to do as the sales leader is approve
or reject the different aspects of the plan along the way.
The end result is a watertight sales and marketing
plan that is accepted and agreed upon by all concerned.
You can see that by combining the best aspects of
Coaching Management of Sales and Sales Management Consulting you will
look brilliant to your peers, amazing to your sales teams and job
threatening to your boss.
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