As the travel world begins to open, and enquiries and sales have increased, our Support Team implemented a “Hear to Help” program.
The program is designed to help improve the sales technique of our franchisees and includes various motivational sales mentoring techniques, including setting goals, call coaching, self-assessment and following up. These are followed by sales catch up meetings to discuss feedback, give advice and set goals.
Setting a goal is the first step from turning the invisible to visible, like most of us when a goal is set you want more than anything but to achieve it. Having a goal helps trigger new behaviours, something for you to aim for and reach, turn what you think is invisible at the start to visible at the end.
Goals will also enhance your confidence, keep you focussed and driven.
In my past sales roles, if there was no target/goal setting I would always set my own, sometimes I would break this down to the number of days I would work in that month, this helped me stay focussed, determined, and want to achieve more.
You can’t manage what you don’t measure, and you can’t improve upon something that you don’t manage.
Our support team implemented goals for our franchisees to focus on, with many of the franchisees achieving and realising that goals can help with their focus and performance.
Our Support Team implemented ‘call coaching’. This would involve the franchisees listening to their recorded calls and assessing themselves alongside our support team.
We then come together for our sales meeting to discuss the findings and feedback. Call coaching is so important as this is the initial impression you give to your customers.
With most sales roles, call coaching is a fantastic way to build on your sales techniques, understand your strengths and identify areas of opportunity
It enables us to share best practices, inspires new ideas, helps deliver outstanding customer service, and enhance your confidence. This will make every call stronger, resulting in more sales and increased earnings.
Call coaching is also a great way to boost confidence, improve work performance and enhance your communication skills.
It can be very inspirational, identifying ideas, learning what works well, building stronger customer relationships, and providing outstanding customer service.
Top sales performers from all types of industries thrive from coaching, they improve and expand their existing skills which resulted in them becoming a top performer in the first place.
Even the best footballers have a coach to improve and guide them to being the best. It’s a deeper level of learning, improving in specific areas or skills, and increases a level of engagement which really helps when working alone and from home.
I think the meetings are a great idea and will help us grow our business and are helpful if we have any little questions to ask about how we are doing things. I got some great little tips from you both yesterday.
Once again thank you both for your time and look forward to the next one.
Anthony at Knightley Holidays
I know that I posted feedback on the forum and on social medial. But I wanted to email to say thank you again Jenna and Kim for yesterdays’ meeting. It really did boost and lift my spirits. You know I am a positive and glass half full person, but I felt like I was having a real wobble on Friday and felt flat and like my confidence had been knocked. So having the call yesterday just to talk through everything really did reassure me of what I am doing really well and where my opportunities are. It was great to celebrate successes and to talk through a couple of examples of where I can improve going forward.
Suzie at Cochoa Travel
The feedback on the call was good and the assessment form is very useful as it is done in a way that you can start to understand your strengths and weaknesses.
The meeting is extremely useful to give an updated feeling of the Franchisee in action, all the training is done before the business so a proper chat along the way highlights better where we all are.I also feel I heard some new suggestions and/or memorized better parts of the process.
Iris at Fresco Travel
Thank you for your time today! I found the whole process very useful. Let’s hope I can capitalise on it and get a few sales over the line. Thanks again,
Mike at Wagtail Travel
Coaching is unlocking a person’s potential to maximize their growth, each person holds so much power that needs to be let out. Sometimes they just need a little nudge, a little direction, a little support, a little coaching and the greatest things can happen!!