As a FocalPoint business coach, I’m often asked how sales training can benefit individuals and teams. While proven to increase revenue, retention, and competitive edge, questions remain on what working with a coach entails and how to optimize the return on your investment.
This guide aims to provide clarity by answering the most common FAQs on my approach to sales coaching:
What frameworks and topics do you cover?
I customize programs based on strengths, goals, and business objectives. However, core frameworks I leverage include:
Consultative Sales – A repeatable process for authentic, value-driven conversations that build trust and consistently progress opportunities. I roleplay live scenarios until this approach becomes second nature.
SPIN Selling – Strategies for asking insightful questions that uncover true motivations, position your solution as the ideal fit, and develop a vision of success in the prospect’s mind.
Challenger Sale – Techniques for competing against the status quo, reframing perspectives, sharing unconventional wisdom, and elevating the conversation beyond typical vendor pitching.
Value Selling – Messaging and presentation principles that shift focus from product features to business outcomes delivered. I teach how to quantify value in the customer’s terms.
Relationship Selling – Principles for rapid rapport building based on helpfulness and adding value rather than manipulative tricks. I believe real relationships drive sustainabile success.
These methodologies form a comprehensive system for sales conversations that drive results.
How do you customize training?
While foundational skills apply broadly, I tailor programs to maximize relevance:
– For newer reps, I focus more on confident pitching, industry essentials, and fundamentals like call structures and winning habits.
– For experienced reps, I emphasize advanced relationship building, penetrating enterprise accounts, and sustaining lifelong loyalty.
– I roleplay their real scenarios to ingrain techniques.
– Between sessions, I assign reading on concepts needing reinforcement based on their strengths and weaknesses.
– For teams, I incorporate existing sales methodology, terminology, and strategies to build on what’s working rather than introducing brand new concepts.
The training focuses on applying proven frameworks to each participant’s specific realities for maximumadoptability and impact.
What results can participants expect?
While improvement levels vary based on effort and program length, typical outcomes include:
– 20-50% larger deal sizes from improved cross-selling and upselling
– 15-30% increased conversion rates thanks to smoother objections handling
– 60-100% greater customer retention through world-class account management
– 30-60% faster sales cycles via efficient closing processes
– 10-20% expanded market share by outperforming competitors
– /2-2X increase in annual revenue contribution per rep
The monetary gain often exceeds total training investment within just the first quarter. These metrics continue compounding over time, powering sustainable success.
How do you track progress?
Early on, we establish baselines for key metrics like:
– Sales conversation conversion rates
– Average deal size
– Sales cycle length
– Account renewal rates
– Monthly revenue contribution
We revisit these on an ongoing basis to quantify increases in conversions, deal sizes, personal production, and other critical KPIs.
Progress is visible through improved metrics as well as recordings of sales calls critiqued over time. It’s powerful for participants to hear their tangible growth firsthand.
How do you ingrain skills?
Ingraining new habits requires more than just passive learning. Tactics I use include:
– Roleplaying scenarios repeatedly until new techniques feel natural
– Assigning customized reading/exercises to reinforce concepts
– Establishing accountability check-ins to apply learnings in real settings
– Reducing training frequencies gradually as fundamentals become instinctive
Developing muscle memory through repetition, application, and accountability cements new approaches until they become automatic.
How is training with a coach different than taking a course?
Coaching is inherently more high-touch, tailored, and focused on real-world application than passive courses:
– Coaches personalize guidance based on individuals’ specific goals, strengths, and challenges instead of one-size-fits-all.
– 1-on-1 attention ensures complete focus on each participant’s needs.
– Coaches provide in-the-moment feedback during live scenarios, answering specific questions.
– Training is an immersive, ongoing collaboration rather than a one-off event for gradual results.
– Coaches dynamically adapt when certain techniques are not resonating instead of sticking to scripted playbooks.
The high-touch coaching approach translates skills directly into improved performance and profits.
Can training take place remotely?
Absolutely. I deliver training effectively in virtual or in-person formats. Virtual provides flexibility and cost efficiencies while still achieving dramatic results.
For remote sessions, I use video conferencing for engaging, face-to-face interactions. For in-person engagements, I travel onsite for shadowing, roleplaying, and hands-on workshops.
Blended models also work well. The core techniques apply seamlessly either way.
How do you make training engaging?
I incorporate interactive elements so participants remain energized and engaged:
– Storytelling and humor make lessons memorable, not dry lectures.
– Roleplaying gets participants on their feet actively practicing skills. This brings concepts to life.
– Taking training on the road lets us roleplay real sales conversations to reinforce techniques.
– I share inspiring case studies of victories they can emulate. This builds belief they can succeed similarly.
– Friendly competition, points systems, and rewards celebrate progress and leverage competitive spirit.
– Productive struggle through challenging activities outside comfort zones builds confidence.
– Understanding individuals’ motivations allows me to directly tie training to career and financial goals.
The mix of interaction, application, and fun keeps participants actively stimulated while mastering new skills.
How should sales training be priced?
I offer flexible pricing optimized for value, ROI, and outcomes:
– Monthly retainer for frequent, affordable skill development based on time commitments
– Bulk training bundles incentivize committing to multi-month engagements for maximum progress
– Hourly consulting for initial skill diagnostics or one-off tune-up sessions
– Per person pricing for group seminars and workshops
The monthly retainer model works well for most individuals and companies by providing budget certainty while maximizing flexibility. The dramatic ROI on training makes pricing secondary to bottom line results.
I work closely with each organization and sales professional to design optimal plans matching their budget and objectives.
What is the ROI on sales training?
If increased sales performance is a priority, training delivers immense ROI because enhanced skills directly translate into higher profits.
Average returns on training investment include:
– 30-60% revenue growth from increased conversions and expanded accounts
– 15-35% boosted profit margins thanks to larger average deal sizes
– 60-100% greater customer lifetime value through improved retention
– 10-25% faster sales cycles and order processing
– Up to 2X larger annual quota attainment per rep
The monetary gain frequently exceeds total training investment within the first sales quarter. And ROI continues compounding over the long-term as client relationships accelerate.
For most organizations, sales training provides one of the highest ROIs compared to other initiatives. Beyond revenue impacts, it also boosts employee satisfaction and retention.
How can I get started?
I offer a free 30 minute consultation to assess your needs and determine if my approach is a fit. We can also schedule a skills assessment where I listen to sales calls to diagnose opportunities and build an action plan. I’m confident we can design a program matching your learning styles, budgets, and objectives that drives the outcomes you desire. Investing in customized sales training provides immense strategic value. I look forward to future conversations.
