How Do Sales Coaching And Training Differ?

If you need to give your sales team a boost and are considering investing in sales coaching in the UK while also looking at sales training programmes, how can you decide which is more appropriate and will deliver the most value to your employees?

A recent article for Training Zone offered some helpful information about how sales coaching and sales training differ to ensure that you choose the best option for your business.

One of the main differences is that sales coaching involves much more one-to-one, direct coaching that training does. This could be particularly helpful where people in your sales team need help with different areas of their work.

As a result, the website states that coaching is often much more beneficial than training. “To put it simply, sales training is just too broad to do much good, and sales coaching is a much more beneficial route to take when it comes to actually engaging with and teaching your workers in a meaningful way,” the article asserted.

Another of the advantages of a sales coaching programme is that it recognises each person on a team as an individual, and doesn’t take a one-size-fits-all approach to helping them improve their skills.

However, that’s not to say that broader sales training can’t be useful, particularly if you’re introducing new procedures or technology.

That means that a business’ decision shouldn’t necessarily be about choosing one over the other, but more about looking at how sales coaching and training can support each other.

Now could be the ideal time to look at introducing new sales coaching to your business, after a survey of B2B buyers in the US found that 60 per cent don’t trust sales people.