Coaching in the area of sales has evolved, as it has generally in the business world, in providing salespeople an additional form of learning in business and personal development and to enhance their performance not only in their sales but their overall work life balance.

In helping to set goals coaching is a method of passing on knowledge and assistance to achieve the goals and develop specific skills to improve performance and satisfaction in the work environment.

Forms of coaching can be through one-on-one sessions or a group and require an ongoing program to ensure time lines and tasks are completed with the aim of satisfying the objectives established.

The coaches role in helping the salesperson is to help them articulate their aspirations, clarify their role, purpose and goals and to help them through to achieving the outcome desired.

In deciding what form of assistance you need it is important to understand the difference between instructing, coaching and mentoring.

Instructing will be required in the process to teach and pass on specific knowledge, coaching deals primarily with skill building and mentoring helps shape the outlook and or attitude of the individual.

One could be confused in deciding what form of help and assistance would be best for them at the current time as there is an overlapping between the several activities.

When deciding on a coach it is best to recognise that it is not something you do  when things have taken a turn for the worst, rather the use of a coach should be seen as a step you take at any time in you career and make it part of your overall self development programme.

The two most common forms of assistance in the field is coaching and mentoring.

It needs to be understood that mentoring is using the experience of the mentor in a relationship where advice and counselling involves the sharing of advice and although a form of sales coaching it is not as structured and formal as coaching.

In coaching, the coach helps by creating and carrying out a structured path to reach the goals established by the individual or organisation.

The important relationship that should exist between the coach and the individual or organisation is one where those being coached have identified their interests, goals and objectives.

Once the process has commenced those being coached are responsible for the tasks, assisted by the coach where necessary, to reach the targets and goals established and agreed to.

Failure to achieve any specific outcome will be the sole responsibility of those being coached.

Today the sales professional needs to be at the top of their game if the wish to have success and a satisfactory lifestyle, coaching is a tool available to all in the selling profession that could well give you the edge you need in securing your future and doing what you do like a true professional.