The Improvement of Sullivan Window Company's Productivity and Sales Through Coaching Sessions Essay

Coaching Session Sullivan Window Company sells and installs windows throughout theUnited States. The sales office is located in New York, NY is planning toimprove the productivity of their sales force. One of the inside salesrepresentatives Lauren Smith is lagging behind the department average ofselling new products at 5.8 minutes over the phone. She has improved herphone calls by reducing her average from 8.5 to 7.2 minutes however thereis still room for improvement. A coaching session will take place whichwill consist of training to help improve Smith's selling strategies. Toreduce Smith's length of phone calls and improve her overall strategy forselling new products, she will be assigned as a mentor to act in a 6 daycoaching session. The mentor will be one of the top-leading salesrepresentatives for Sullivan. The coaching session will provide Smith withthe necessary education, strategy, and experience to reduce her length ofphone calls and improve her overall sales strategy. Action Plan Organizations must constantly adapt to change to keep up to speed withcompetitors. Sales managers must ensure their sales team is prepared towork in the selling environment by providing training. For example, MicrosSystems, INC provides a three-part course over six days which includescovering the marketplace, introducing the product, and training a basicselling approach. Once the rep has finished the course, they collaboratewith their manager to create a customized selling strategy (Cron andDeCarlo, 2009). Sullivan Window Company can use a similar approach to trainnew and existing employees. For instance, Smith can be put through a six-day course to improve her own strategies. Smith will...

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