Prospecting for new business can present a challenge for many sales people. A new client and I spent time reviewing the skills of their existing sales team. While their team was technically very skilled, they lacked the tools to prospect for new business. This was a critical factor for them to win more market share in an extremely competitive business and to meet their sales targets. I recommended adding three months of team coaching after the training to support the learning. This Director had no previous experience with team coaching and agreed based on my recommendation.
We started the coaching the week following the training. Within two weeks I received multiple emails announcing the wins that this team was starting to achieve. The sales people where charting new territory and asking better questions than they had ever done in the past. The energy was contagious and really ignited the competitive edge within their sales team.
Sometimes the follow up coaching for any training can be the extra support needed as people learn to apply their new skills.