becoming an effective sales coach
TRANSCRIPT
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Three Missteps in Sales Coaching
1. Telling vs. asking
2. Directing vs. collaborating
3. No clear and measurable objective for the sales coaching session
Sales Managers and their teams can be more successful and improve their performance if they remember these three things:
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Sales Leaders Have a Role in Retention
• Train sales managers 1st and sales reps 2nd • Sales managers should ask what sales reps
learned, what works for them, and how they’re using it
• Train both groups so there is no disconnect
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Coaching Should Not Be a Secret
Sales leaders should share that they are using a coaching process.
Coaching is sharing and transferring knowledge and experience to people who don’t have it.
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Sales Leaders Have a Dual Role
A Leader is someone who shows the way.
A sales leader shows the way and helps his/her salespeople to get there on their own.
Sales Leaders need to treat their team as customers, gaining insights into their needs and
helping them to be better salespeople.
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Evaluative vs. Developmental Coaching
Evaluative Coaching focuses on: • Numbers• Metrics• Closing deals
Developmental Coaching focuses on:• Skills • Insights• Collective “we”• Direct report is involved
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