Professional Sales Coaching Tools Can Lure Your Team Back to the Office

BY Tim Londergan
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Our lives are different in this post-​vaccine era. The interruption in our work and school schedules have given us time to think about our work and what we really want. To clarify, we have had time to dream about the future and how our current job may, or may not, be a part of it. Kathryn Moody, senior editor for hrdive​.com, states that 36% of surveyed professionals are planning to take another job due to these considerations. Moreover, nearly half said they were more likely to quit without having another job lined up. Therefore, members of your sales team may be considering a job change but you can use professional sales coaching tools to lure them back to the office.

Professional sales coaching tools are powerful persuaders

Coaching helps your team members achieve their dreams, define their career goals and actively work toward them. Coaching helps your team engage in the workplace and contribute more effectively to the organization. When employees are unsure of returning to work, a coach can offer a safe place to gain perspective. In addition, the coaching environment is a space to improve specific skills, assure a deeper level of learning and to build personal awareness. Professional sales coaching tools will boost confidence, improve work performance and build effective communication skills. In short, coaching can offer returning employees an opportunity to create the ideal workplace they have been contemplating.

Convincing salespeople to return to work is uncharted territory. Sales managers have enough on their hands with handling day-​to-​day operations and the resources needed to maintain the business. As a manager, how do you help your team handle their return-​to-​work anxiety? Amy Gallo, penned an article for Harvard Business Review that addresses this issue. Readers benefit from her interviews with several experts who have studied the role of middle managers and compassion at work. Gallo compiles a list of professional sales coaching tools that sales managers can use to meet these challenges.

Find out how people are feeling – anonymously if necessary

People are fearful of looking weak or not living up to expectations,” warns Linda Hill, author of Being the Boss: The 3 Imperatives of Becoming a Great Leader. She suggests to first to provide a safe space for people to speak up, and second, to make it known to them that the safeguards are in place.

Allow for ambivalence

Each salesperson will be of different minds about returning to work. In other words, both positive and negative emotions exist when there are conflicts. For example, the return to routine and seeing colleagues can be healing. On the other hand, the long commute and productivity of the home office will be missed. Listen and allow these emotions to emerge to help people build resilience.

Offer flexibility, if possible

A flexjobs survey found that 58% of people say they would “absolutely look for a new job if they weren’t allowed to continue working remotely in their current position.” Forcing people back to the office is a bad idea. Your salespeople have reasons for resisting the office routine. One of the professional sales coaching tools is to offer flexibility. This accomplishes two things. First, you maintain productivity and retain people. And second, you show kindness and compassion.

Gallos’ article continues with several more professional sales coaching tools listed below.

Explain the “why”

Communicate the vison from upper management and the rationale for returning to work. What’s in it for your team member?

Consider experiments and pilot programs

Take small steps and let people experiment individually. Set the expectation for plenty of feedback.

Don’t make promises you can’t keep

You can’t promise a zero-​risk environment. Be honest about the downsides, drawbacks and the unknowns of the continuation of the current arrangement.

Be compassionate

Listen actively and find small ways to be present for your team members. Be attuned to signs of burnout or stress.

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