| Principles of Coaching Your Sales Team 1. You must be willing to make others look good. We talked about this earlier and it is very important. It takes a particular level of emotional maturity. You would be surprised at the difficulty many people have with getting over their own ego. 2. People learn from experience, not from being told. You can tell your salespeople about selling all day long but that doesn’t mean they are going to get any better at it. They need to experience failure, rejection and success. It is your job as the coach to introduce them to these experiences. This means going on sales calls with them, listening in on conference calls, etc. 3. You have to be up when others are down. It is vital that you set the tone for the sales environment. It is especially important that you stay positive when things get tough because if you’re in the dumps your salespeople will be too. 4. Use systems, processes and principles. People perform better when they have a system. It’s no different with sales. Establish a usable sales system and coach your salespeople on the principles of that system. 5. Finally, you must be inspiring! If you’re a cold fish, it’s just not going to work.
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