Small Business Owners Know Sales are Important
Building a small business can be very challenging. There are so many different skills that a business owner needs to have that it can be difficult to keep up with all the demands. Many will find themselves confused and feeling “stuck” and not able to decide what to do next to get new clients. And when you’re stuck you won’t be able to move forward. It’s no wonder that 80% of new businesses will not make it to their 3rd anniversary! Having a business coach that understands sales can change that.
The one business skill that can radically reverse this unfortunate situation is the ability to develop a solid revenue stream that will generate new clients and sales. When a small business has a solid revenue stream it allows them to build their business without the added financial worry or stress. However, knowing how to effectively build a revenue stream can be difficult. Business growth that is too slow or too fast can be problematic.
The Benefits of Sales Training
Sales training and coaching is not a new concept for improving small business growth. Unfortunately, very few companies make it a priority. Interestingly, the companies that do invest in sales training and coaching are at the top of their industry.
Coaching creates growth and increases sales training effectiveness. Salespeople will reach their quotas and outperform the competition with no extra effort. In fact, we find that companies that invest in additional sales training for new salespeople will have more top producers (top 10%) in their second year of sales! Experienced salespeople will also benefit from sales training and coaching by eliminating dips in performance that happen from being out of their performance routine. This increases sales consistency and will allow a good sales representative to produce an additional 15- 20% more each year.
What can a business coach do to help you get more sales?
A good sales and business coach will have a background in sales. They’ll probably understand how sales changes in each industry and what needs to be adapted to create a good sales revenue stream. They’ll be able to provide proper training if needed and work well with the mindset needs that are crucial for salespeople. A sales and business coach will be able to help you with:
- They’ll assist you in choosing a profitable revenue stream that matches your natural business development style. Then they’ll help you create a business structure that will increase your sales capability. No longer will you experience an endless drain on your cash reserves from “trying” different options in hope that they will work.
- They will customize your business growth strategies and align all your business development efforts. That way you will be focused on one step at a time. This will ensure that you’re moving forward and not getting overwhelmed.
- They’ll help you become clear as to who your ideal prospect is. Being able to identify who your ideal prospect or client is will eliminates the stress and the feeling of loss that show up from working with the wrong client. Once your ideal client has been identified, you’ll be able to tailor your marketing and language to them better.
- Your business growth coach will continually monitor your efforts and tweak the process so that your revenue streams will produce the best possible outcome. Continual performance tweaks can double the income from a revenue stream and allow you more time to build your business!
Questions to ask a potential business coach about sales
It’s a great idea to ask specific sales questions of a potential business coach if you want more sales. Here are a few that can help you understand how they can help you.
- Sales background – Have you been directly in a sales position in the past? What success did you have? Did you sell a product or a service? These questions will give you an understanding of whether this coach has direct selling experience or just has a program that they administer the information. Although a program facilitator can have great skills, you may want to have someone who knows sales firsthand.
- Sales training experience – Do you have a standard training program? If so, did you develop it yourself or are you using a well know program? Some coaches will have their own content, which will work. If you are requiring training for people that are new to sales or only occasionally in sales, a more structured program is best to give them a solid foundation.
- Sales philosophy – What is your sales philosophy? Do you relate more to relationship sales, transactional sales, consultive sales, or solution-based selling? Understanding how they look at sales will give you a better understanding if they are a good match for your company’s sales style.
- Sales function – How do you look at sales fitting into my business from a functional perspective? Some people believe that more sales are always a wonderful thing. Unfortunately, a spike in sales can create problems. Some of these problems can cripple future business growth. Therefore, it’s wise to plan sales growth to match your business’s capability.
- Sales conversion – How familiar are you with sales conversion improvements? What tactics have you used in the past that gave increases in sales? Sales conversion is a specialty and needs to be coached by a seasoned experienced sales and business coach. There are specific skills and training that are needed to provide this service.
Pick the right coach to increase your sales
Now that we’ve discussed the concepts around sales coaching, let’s consider what you need. If you have a need to increase sales, make sure you get a coach that has the background and tools you need to help you take the steps to increase your sales. Don’t settle for someone who has a few great ideas but lacks experience. Sales is a vital part of your business success. If you’re not a natural salesperson or strong in sales, get the best help that you can find. You won’t regret it. If you need a more integrated approach, possibly you would benefit from a general business coach or one that has a good understanding of marketing. No matter what you feel you need from a business coach or sales coach, make sure to ask specific questions in advance so you get the best fit for your business right now.