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Every business organization aimed at obtaining maximum benefits of the works. Of course, these can be achieved if the sales persons in the sales division can maintain and even continue to improve their productivity and performance. The sales persons will be productive and have good performance if they have high motivation. To motivate them, the most effective ways that can be done is through sales coaching. Sales coaching is done to make every sales person becomes more proactive and thinking ahead.

Every manager should take the initiative to do sales coach by sitting down with all team members to review the current conditions, listening to problems, appreciate the successes, give feedback, and guidance to team members. Meetings can be done regularly and formally, but can also be done informally. Do not wait until they ask for help because it was too late. A good manager should be able to listen with empathy. The goal is to find a solution. Do not focus too much on mistakes that have been done but with more emphasis on what can be done for the future. The important thing in sales coaching is to conduct monitoring and follow-up. Sales coaching area include: capability, activity, and result. It should be stressed on how sales persons run what became their commitment.

Try to meet with the sales persons at least sixty minutes each week, try to dig intensely about the strengths and weaknesses of each sales person. The manager can help them make a clear plan in an effort to achieve their targets and prepare a winning mentality in every member of the sales team. Keep in mind that the primary task of manager is not selling but managing the team to increase the sales.

Although the relationship between sales performance with sales coaching already widely known, but most business organizations fail to implement it in real conditions. They do not realize that when business organizations conduct sales coaching, they actually make a worthwhile investment that impact on overall sales performance. To realize this sales coaching, they can use the professional coaching sales consultant services.

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