Everything You Need To Be An Incredibly Effective Sales Coach
In my years of managing and training sales teams, starting at GE, nothing improved reps performance more than coaching. However job demands (hitting the numbers) and ‘firefighting’ often made coaching difficult, if it got done at all.
Using the SalesCoaching.io process enabled me and my sales managers to become more effective and consistent coaches with a minimal investment of time. My sales people love it because they are making more money. I love it because so much friction of managing salespeople has been eliminated. If you’re a managing a sales team I can tell you as a sales consultant, SalesCoaching.io is an indispensable tool to improving performance and hitting your ever rising number.
W. Russell Emrick, III
CEO, Profit Driven Sales, LLC
In my contracting company, all of our sales technicians work remotely in clients homes. SalesCoaching.io has helped tremendously in helping me focus on the areas my salespeople need the most help with.
It's helped us increase our closing rate from 25 to 45% in a little over 3 months. I can’t imagine managing my sales team without it.
CEO - Newridge Refinishing Group
Sales Coaching starts with setting clear goals, and ensuring that both the coach & salesperson understand agree on both what the salesperson is agreeing to work on between now and the next meeting, and how the coach will be judging the success of those efforts.
We'll show you how to set meaningful, realistic goals for your sales team, how to help them identify problem areas, and how to ensure they consistently put in the work required to be great.
Each Coaching Session should be focused on the 2-4 most important goals agreed to in step 1.
When salespeople are hitting their goals, pause them and set new goals, to ensure they're always working to enhance their skills.
A Coaching Session should be focused on 3 core questions for each goal:
One of the most important jobs the sales coach does is to help the salesperson stay accountible not just to the goal, but to ensuring they actually made the adjustments they agreed to in the previous session. This means your notes need to be excellent, easy to access, and easy to review.
As a sales coach, it's imperative that you're able to see your salespeople's progress at a glance, so you can quickly identify where they're killing it, and where they need more work.
After they've achieved high scores at least 3 sessions in a row, it's time to retire the goal, or update it to make it more challenging, to ensure that you avoid activity plateaus.