Some years ago, Shergroup’s CEO, Claire Sandbrook, attended a course at the Institute of Directors in London. It was called “Double Your Sales”. As a young lawyer Claire was keen to learn about this aspect of running a business and today as a much older lawyer, she would say is it is always a “work in progress”. It was at this event that Claire heard Bruce King talking about the power of sales in a business and she knew that this was going to be something her then firm definitely needed.
Effective Sales Coaching
The fact was then as it is now, that building and coaching a sales team is one of the biggest challenges in growing a business. Many professionals can’t even bring themselves to use the word “sales” let alone admit to trying to do it.
Business Development & Sales Coaching
People don’t even like to admit to having to sell their services and use alternative words to describe the art of selling. Business Development is the catch up for selling to a client and then onboarding a client into a firm or organisation.
So, Bruce has always been willing to tackle this in his usual straightforward, no-nonsense approach to sales. He says "If you are not happy right now, then it is very unlikely you are going to be happy when you have doubled your sales and you are not going to be happy while you are on your way to achieving that goal. Unhappy people tend to be non-positive, less inclined to action and often tend to see the worst in every situation rather than the best".
For Bruce the concept of sales is driven by a healthy and positive state of mind and floundering over the figures will not help any business push their salespeople forward. Instead, a well-conceived marketing strategy together with strong business acumen will lead you to results.
Bruce King is a salesperson through and through and he is certainly not hiding that from public view. For over 17 years Bruce has been presenting his keynote conference speeches and one-to-three-day Sales Master Classes at events around the world. His speeches are informative and have a lasting effect on the audiences. But like so many of us, he was looking for a way to put his product, sales coaching, into an online format. He came up with the idea of Sales Coaching Online and distilled his mammoth training experience into 200+ bite-sized videos.
This is where ‘Sales Coaching’ comes into play
Sales Coaching as explained by Bruce is the practice of reinforcing positive behaviour, improving performance, and achieving goals. Typically, part of every salesperson’s daily or weekly routine, sales coaching is focused on helping team members self-assess and self -discover skills and techniques to solve a problem rather than numbers.
You can watch Bruce and Claire talking about sales, and the interplay with marketing in our Shergroup On the Sofa series