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How coaching influences retail sales culture

(Source: Supplied.)

It’s time to get that great sales team of yours delivering the best possible well-rounded customer experience. Here’s the coaching framework to make that happen:

Sales training alone won’t cut it anymore. Research shows that a combination three key elements can increase sales performance by an average between 41 to 55 per cent.

Let’s do the maths. 1 + 2 + 3 = 55

  1. Teach your coaches how to coach

It may sound obvious, but it’s important to have the right people coaching your team. Having a great coach who can create a rapport, communicate well, and respond to your team means your staff will get more out of their training. 

A great coach will foster engaged, active learners, and that can result in an average 10% performance increase.

That’s why training for your coaches is an essential part of the puzzle!

  1. Create an expectation of coaching

Great coaches need to be created. Develop a culture that actively encourages learning and growth. Make sure that your team understands the importance of on-the-job development. 

A positive environment where coaching and learning are prized leads to improved skills, knowledge, and competencies and that can mean increased sales. Encourage your coaches to develop their teams and you’ll see a performance increase growth of 18 per cent.

Watch: The Power of Practice & Coaching in Learning Design (with Weber & Kathmandu)

3. Upskill your coaches to become subject matter experts

Get the most out of staff training by having a great coach who knows their stuff. Be clear about what needs to be taught and make sure that your coach fully understands how this will benefit the team. 

The coach’s knowledge and enthusiasm are crucial to your team’s learning. Having a coach who is engaged with the material they are teaching will hit that performance increase out of the park.

Having a great coach, who understands the material they are teaching, and is encouraged to teach can see a performance increase of as much as 55 per cent.

Let’s get back to thinking about that well-rounded customer experience. Ensure that the 55 per cent performance increase is meaningful by creating a training programme that responds to your customers’ needs. 

Wouldn’t it be great to create a training programme that responds directly to customer feedback? 

The RedSeed LMS integrates with a number of customer feedback platforms to help your business focus on sales-specific outcomes. We offer coaching tools that will enrol your staff in training that responds to low feedback scores. If your mystery shopper wants something improved, we’re onto it! This kind of targeted training allows you to address customer concerns in a long-term, meaningful way.

It’ll help your team to develop appropriate skills, improve competencies, and to delight your customers. Training that responds to customer feedback can result in growth in net promoter scores, average basket size, and market share. 

You can’t ask for better than that.

About RedSeed

Today’s most effective companies embrace a leadership culture grounded in learning, transparency and accountability. To achieve this level of success, teams need the right tools to accelerate their growth. With personalised insights and expert-led content, RedSeed is a powerfully simple training, coaching, and enablement solution that helps companies build a framework for continuous improvement throughout their organisation, in order to create meaningful change. Sign up for a free trial.