Open Book Selling Provides Sales Consulting & Coaching

ANN ARBOR, Mich. - May 11, 2023 - PRLog -- In recent months, we've written about many sales topics and why it makes sense to be process-oriented, thoughtful, intentional, and employ KPIs to enhance your sales efforts and results.

Where does a sales coach come into play and where can your sales organization benefit from a sales coach?

Before we try to answer this question, it's important to make a distinction between a coach and a consultant:

- A consultant possesses expertise and can be considered a subject matter expert (SME). They will often provide a report or recommendations that they think will lead to a desired outcome. They are often not involved in the implementation and outcome of their work.

- A coach, by definition, means to train or to teach. A good coach will understand people's strengths and weaknesses while promoting and maintaining motivation for those that they work with. Unlike a consultant, a coach will be there through thick and thin to ensure that success is realized.

- A major reason for working with a coach is scotomas – blind spots. If you've ever experienced a blind spot, you know that it literally didn't exist until you became aware that it did. We've all experienced blind spots, and coaches point out blind spots in athletes during every practice, drill, or game. This concept is just as true in sales coaching, whether it be for business development, sales force management, strategic selling, or simply about sales conversions. A coach will see and notice things others can't see – at least until they're pointed out. Needing a sales coach is nothing negative, in fact it's a positive - a safety net - providing opportunities for greater success.

Inviting a coach to your sales environment and team doesn't mean an instant fix. Successful sales coaching takes time, as success is built on the relationship formed between the coach and management, the sales team, and its individuals. That relationship can function at the top of your organization (alignment, strategic direction, etc.), with sales management, the sales team and at the individual salesperson level.

Learn more on our website! https://www.openbookselling.com/enhancing-sales-efforts-s...

About Open Book Selling: As business and sales coaches in Southeast Michigan, we've helped many local businesses get their sales efforts on track. If you're not happy with your organization's sales results, coaching can be a great option. This may be the perfect time to examine or re-examine your sales efforts, the process, stages, pipeline(s), language, and KPI's you're using. So don't wait - proactively evaluating your entire sales function will lead to better results.