National Sales Center

Sales Coaching “The Moreno” Way
By, Nick Moreno

Coaching has become a huge industry and sales coaching is a big part of it. My “one on one” sales coaching sessions are too expensive for most sales reps but I still have a sales coaching solution for them. In this article, I want to tell you about sales coaching and my inexpensive sales coaching solution.

Cost Effective Sales Coaching

Before I tell you about my cost effective sales coaching solution, I want to explain why my sales coaching is very different. You are about to discover a great deal about my sales coaching and sales training philosophy.

We all know about the 80/20 Rule. The top 20% earn 80% of the commissions while the remaining 20% of commissions goes to the remaining 80% of reps. Eighty percent of salespeople share the commission scraps left behind by the top twenty percent of salespeople. You can see how sales coaching keeps my very busy.

Sales Coaching To Prevent Failure

As you can see, most salespeople (80%) are failing but it gets worst. Most salespeople strive for a 20% close rate. That means 80% of their sales efforts wind up as failures. These same reps call 100 prospects to get just 4 appointments. That means 96% of their prospecting efforts wind up in failure. Yes, sales coaching keeps me as busy as my sales training programs.

Sales Coaching To Promote Success

My responsibility to my sales coaching clients is to first uncover why so my sales reps fail. The answer has to do with the way they were trained. Most sales training has two problems. The material is the same and the techniques don’t work very well. We need better sales training. Therefore, my first sales coaching goal is get my client to forget all those old ways of selling so they’ll stop sounding like 80% of the reps… and stop earning their pitiful commissions.

My next sales coaching goal is to show them the “why” about salesmanship. Traditional sales training says, “First do this, then do that…” etc… How can you learn like that? My sales coaching clients learn because I not only explain what to do, but I also explain why we do it. That’s the mark of a successful sales coaching lesson.

Sales Coaching Solution

As mentioned, I needed a cost effective sales coaching solution so that I could help even more salespeople achieve their dreams. I found that sales coaching solution in “The Progressive Sales Process”. This sales coaching DVD/CD program is both affordable and powerful. I invite you to learn more about this exciting sales process.

I wish you great sales success!

Nick Moreno
Sales Coach

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Tags: Sales Training