In Sales Coaching

Donald Kelly On today’s episode, my wife, Cristina, is joining me to facilitate this show while I take on the guest role as I speak about the sales struggles I had. We actually had a recent conversation on some of the struggles I had with sales so we decided to bring it here on the show.

Main challenges I faced:

  • CONFIDENCE in what I was selling and talking to people
  • Fear of taking action
  • Fear of asking appropriate questions without offending people

Strategies I used to overcome these challenges:

  1. Ongoing training

Sales training can only get you so far, it’s important to sustain all the things you learned by joining a group of like-minded people. This helped me refine my skills and this is why I created the TSE Hustler’s League because the key is consistent, ongoing training.

  1. Coaching

Coaching and training are two different things. Training is more of telling, while coaching is more of guiding and encouraging. It involves asking the appropriate questions to help people learn and think about ways they can act and perform as opposed to telling them all the answers.

Benefits of coaches:

  • They guide you along the path.
  • They serve as your accountability partner so you can have actionable things to implement.

Results I gained from doing these strategies:

As I got into the software space, I started closing $30,000 deals which gradually got bigger. I was now asking the appropriate questions. I had a coach to guide me and I obviously saw results.

Today’s Major Takeaway:

Having that personal one-on-one coaching will build your confidence and push you to the next level. I highly recommend that you get some kind of coaching.

Episode Resources:

If you would like a copy of How To Become An Effective Sales Coach (the PDF I mentioned in this episode), send me an email at donald@thesalesevangelist.com. Put in the subject like, “Sales Coaching Guide”. 

Coaching Salespeople into Sales Champions by Keith Rosen

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Carolin Soldo, Donald Kelly, The Sales Evangelist Podcast, Business Coach