We’ve been talking a lot about transformational strategies lately. Another one is sales coaching.

What is Sales Coaching?

Sales coaching is the process of providing constructive feedback, training, and practice designed to improve sales performance. If sales is the engine that drives business, coaching is the tune-up. 

Sales coaching helps instill a mentality of constant improvement in your team. Just as importantly, it also helps ensure every prospect has a great experience, and every customer is set up for success.  

Everyone strives to be productive on a daily basis, at least to some degree, yet very few are actually doing it to their own satisfaction (or the satisfaction of others, such as their supervisors or spouse).

This post is brought to you by a guest contributor, Maggie Pugesek. Maggie is a Partner at C&M  Coaching, she specializes in  coaching for automotive dealerships.  You can learn more about her company here.

It may be a bit of a mind bender, but consider this: our smartphones that we text, search, watch shows, and play games on are still actual…phones.

Business-to-business companies are always on the lookout for potential clients who can really benefit from what they have to offer. As a result, lead generation has proven to be one of the most difficult yet crucial pursuits of a B2B. 

Generating high-quality leads is still a major challenge for marketers. The fact is, targeting the ideal person or company is more important to a B2B than getting a wildly high volume of ineffective prospects. Quality over quantity.

The most pivotal analogy I’ve come across about lead response compares a lead to a freshly captured fish. That's why it pays to be as quick with your catch as it does to be quick with leads. 

Now, stay with me here.

Negotiation is a part of life. This method of discussion can help accomplish personal and professional goals set for yourself. You can negotiate a job offer to achieve a higher salary, a promotion for advancement within your organization, or a better vehicle price at the dealership.

While the Merriam-Webster Dictionary indicates the definition of success to be “the fact of getting or achieving wealth, respect, or fame”, I believe the true definition of success is in the eye of the beholder.

Priorities, beliefs, values, and our own varied histories all color the unique meaning we associate with such a word. Consider the following:

We all have them. Those tendencies that once started out small and innocent but have now slowly crept into our everyday routine creating, you guessed it, A BAD HABIT.

What happens when these poor practices are happening in a professional setting and not just in your personal practices at home? They pull you away from obtaining the success you are capable of and leave little room for your good habits to surface and shine.

What salesperson works 24/7 without taking breaks or getting paid commission? Your website! This fully self-service, consistent, helpful hub for everything about your business is perhaps your strongest marketing and sales asset. 

But is it reaching its full potential? Is your website optimized to generate leads all day, every day? Does it help your marketing team qualify leads? Does it help your sales representatives close more deals?

If not, you may be leaving valuable money on the table. 

In this article, you’ll learn best practices to optimize your site for lead generations and ensure effective on-site engagement.