The sales rhythm in many organisations remain similar – Pipeline development, Deal qualification and review, Forecasting, and Value delivery. While the processes remain fairly constant, the differentiator is the value added at every stage of the process. In fact the value added through good coaching by the FLSMs has a ‘multiplier impact’ on the effectiveness of the sales process. When this coaching is targeted at teams that work together, it helps the teams leverage each other better to effect a higher customer outcome.
Our group coaching engagements focused on coaching to the opportunity life cycle, is now helping managers move beyond process adherence to value addition. Through the value added through coaching, managers are now able to gain additional commitment from their teams on process discipline.