1. HOW TO BE A SUCCESSFUL
SALES COACH & HOW TO
MOTIVATE SALES PEOPLE.
By: Eddie Green

2. AGENDA
• What is Sales Coaching?
• Roles of High-Performing Sales Coaches.
• How to be a successful Sales Coach.
• How To Motivate Sales People.
• Creating and Maintaining a Positive Mental Attitude.
• Motivational sales tips.

3. WHAT IS SALES COACHING?
• Coaching in sales is working on an individual basis to make step-by-step,
measurable improvements to performance and motivation. Coaching can reach the
parts other training methods can't. And also help sellers define goals and strategies
that will tap into their purpose and lead to maximized sales energy, focus, and
engagement.

5. ROLES OF HIGH-PERFORMING
SALES COACHES
• Defining: Defining the right goals and strategies is crucial for seller success. If
sellers feel a strong enough desire to accomplish the goals, purpose will drive them
forward to reach their full potential.
• Action Plan: Sales coaches help sellers draw connections between actions and
goals in focused action plans. These action plans define both what sellers will and
won’t do, allowing sellers to use their time most effectively and achieve the best
results.
• Advise: Sales coaches provide guidance—asking sellers exploratory questions and
allowing them to find their own answers—but they also know when to offer direct
advice about specific opportunities.

6. • Delivering the advice the right way is the trick. Depending on the seller’s level of
expertise, a coach must determine whether to be more directive (do this) or facilitative
(let’s work out next steps together). The less experienced the seller, the more directive
advice helps. The more experienced the seller, the more a facilitated approach works
well.
• Develop: Sales coaches assess sellers’ needs for skill, knowledge, and attribute
development, and encourage ‘seller ownership’ of their own development potential.
• Motivate: Sales coaches understand the underlying motivators of each individual
seller and take action to maximize them.

7. HOW TO BE A SUCCESSFUL
SALES COACH
• Put yourself in the position of each individual team member. Be prepared to see and
understand the world from their perspective.
• Listen actively. Understand what is 'true for them what motivates and interests them,
what demotivates them.
• Remember these three words: - respect, empathy and objectivity. Bring these to
your coaching sessions - every time.
• Use open questions to understand, probe, challenge and develop ideas. Use closed
questions to pin down agreement and next actions.
• Identify specific areas for change and agree how the salesperson will modify their
behavior.
• Create a clear and definitive development plan to build on strengths and address
developmental needs.

8. HOW TO MOTIVATE SALES
PEOPLE.
• Many salespeople treat motivation as if it is something that happens to them. They
allow themselves to be buffeted by difficult prospects, client challenges, lost sales
and poor market conditions. This leaves them out of control of their personal
motivation and out of control of their sales destiny.
• So the best way to motivate a sales person is know what exactly he’s thinking about
like he want money or a position and start work on that.
• Focus on the good points and tell him how the negative points are effecting his
production or his career so he can make sure your are here to help him.
• Make the sales rep talking about his plan and tell him what do you think.

9. • Play to win-win. Rainmakers respect, and always try to satisfy, the best interests of
prospects and clients (the "win-win" part). They are also extremely dedicated to
becoming top performers (the "play to win" part), exhibiting the hustle, passion, and
intensity it takes to achieve what only the elite achieve.
• Live by goals. Rainmakers are goal-setting and goal-following fanatics. Goals are a
part of their daily rituals.
• Take action. Rainmakers realize that goals without actions don’t get you very far.
While other people intend to take action and do more, rainmakers do it.
• Think buying first, selling second. Rainmakers map their selling processes to the
processes and psychology of buying.
• Be a fluent expert. Rainmakers are masters of market knowledge, customer
needs, their products and services, their value, their competition, and everything
else they need to know to succeed at selling. Rainmakers might not be technical
experts in every area, but they know what they need to know to sell.

10. • Create new conversations every day. Rainmakers always feed the front of their
pipelines and improve their pipeline quality. They never coast, and nary a day goes
by when they don't speak to customers, prospects, and referral sources with the
intent to source new business
• Set the agenda; be a change agent. Rainmakers recommend, advise, and assist.
They are change agents who are not afraid to push when it's in the best interest of
the customer.
• Be brave. It takes courage to rise to the occasion in sales. Rainmakers not only
conquer their fears, they seek actively to win the most fruitful sales opportunities no
matter how difficult the challenges may be.

11. • In today’s world, we are experiencing more uncertain and troubling times than ever
before. Every time you turn on the TV or get on the computer, it seems there is
always more news that just weighs you down. On top of that, you have your own
personal issues to deal with. This “negative storm” can cause someone to feel
stuck, lost and full of anxiety. It is the fear of the unknown that builds up in our mind
and takes over like a dark cloud. This dark cloud follows us and rains on us, making
us negative in our personal and professional lives. As humans, we sometimes focus
on the negative and stay under that negative cloud that we created. We must
understand that we can walk from under this cloud at anytime, and we have the
power to make our days sunny and bright.

13. THINK POSITIVE
• Thinking Positive is probably the most important of the habits because you know
that everything starts in the mind. Thoughts turn into feelings, which then turn into
actions. If you tell yourself you can’t do something, you will ultimately find failure. If
you tell yourself you can do it, you have increased your chances of accomplishing
that goal. Keep your mind clear and your thoughts positive. This habit will bring
great success to you in your personal and professional life.

14. FOCUS ON THE FUTURE
• Too many of us dwell on our past and let it block our vision of our future. We think
about something disturbing that happened to us or we think about something that
someone has told us that upset us, and we play it over and over like an old movie
reel. We need to break this bad habit and visualize on what we want our future to
be. The next time your past is haunting you, instantly think about something in your
future. Write down your goals and create a vision board. This way you can always
focus and see the positive things you want in life.

15. READ AND LISTEN TO POSITIVE
INFORMATION
• One of the best ways to create a positive mindset is by filling it with positive
information. Too many times we get our information from the wrong places. We get
focused on the negative news of the world and it bleeds into our subconscious. We
need to learn to be careful on what we let into our mind. To get out of the negative

16. PLAN AHEAD
• Using time efficiently helps to maintain a positive attitude. The best way to do this is
to plan your day and your week ahead of time. We need to adopt this habit so that
we won’t let procrastination take over and keep us from reaching our goals. The
habit of planning and focusing on your priorities and important tasks will help you
accomplish more in less time. This very act will keep your life in check and help you
stay on track towards your goals and let you know stay aware of your
accomplishments.

17. BE GRATEFUL
• Take some time everyday to be grateful and thankful for everything that you have in
your life right now. It is easy for us to focus on what we don’t have or things we
didn’t accomplish. Find these great things and recognize them. The very thought of
what you are grateful for will help you maintain a positive attitude in your life. This
habit is one of the best ways to turn negative thinking into positive thinking instantly.

18. EXERCISE MORE
• The habit of daily exercise will help you improve your mood, along with helping to
against stress and depression. This healthy habit will keep you living longer and
living a healthier lifestyle. Remember exercising will also make you feel better about
yourself. When you feel better about yourself, it breeds confidence which will help
you in your personal and professional life.

20. • Remember that motivation is internal.
• Take the daily motivation challenge.
• Remind yourself “WHY”.
• Be your own internal sales coach.
• Set BIG goals and go for them.
• Reward yourself.