America's largest healthcare recruiting firm.

 



For over fifteen years, I have utilized Buckman Enochs Coss to hire over one hundred individuals for Sales and Sales Management positions for a variety of healthcare technology firms. Whether it’s been for Fortune 500 companies or early stage, VC backed start-ups, BEC has always done a terrific job in sourcing top-talent.

Scott Schlesner
Vice-President of Sales
Elsevier

How Should You Coach Your Sales Team in 2016?
Your hiring and selection process is as rigorous as you know how to make it, and before they walk through your doors, your new sales pros are carefully vetted. They know what they want and where their careers are going, and if they don’t have all the training they need, they’re open minded, curious, ambitious and ready to learn. 

So will you be ready to provide the training and coaching that they may lack? Imagine your sales pros as green sprouts, ready to be watered, cultivated and shaped to grow in the direction that benefits both the company and their own careers. Here are a few things to keep in mind. 

The best time is always now. 

No matter how old they are, how experienced they are, or where they worked before they came here, great salespeople still need coaching and training. And your mentoring and guidance should not end at any specific point after they’re hired; it should continue as long as they’re working for you. It’s never too late to learn a new skill and it’s never a bad idea to offer advice based on your own research and experience. Be diplomatic as you impart wisdom, but don’t hold back. 

See them as they are. 

Before you choose goals for your sales reps (or help them choose their own), take an honest a look at them and gain an understanding of their strengths and limitations. This may take some time. But the exercise is always worthwhile since it can help you focus your coaching efforts on the areas where they will generate the most benefit. 

Don’t let your schedule become an excuse. 

Of course, you’re busy; sales managers always are. You have an exhausting load of work on your plate, and the idea of pushing your urgent tasks aside for a long heart to heart with a junior sales rep might not work for you during the height of your busy season. But despite your long list of other pressing concerns, coaching sales reps is a critical part of your role. If you don’t have time, and your reps aren’t coming to you and knocking on your door, make time. Proactively watch them work, take notes and make meaningful suggestions that can help them raise their numbers. 

Your company depends on your sales reps, and your sales reps depend on you. So factor their growth into your overall plan for success.

At Buckman Enochs Coss and Associates, the impressive results we consistently achieve (more than 90 percent of our searches are completed within two months) derive to a great degree from our expeditious process. Contact our great team of medical sales recruiters to work with America’s largest healthcare recruiting firm.