Ways to Assess Your

SALES COACHINGEffectiveness

Sales coaching is a key sales management ability

So how do you know if you are a good or effective sales coach?

Formal Assessment1

Self-assessment is a highly effective tool for

rating your key skill areas in sales coaching

However for a more insightful assessment of your coaching effectiveness...

... consider having your team assess you anonymously, and then compare the results

Look at these results as a collective assessment of coaching areas so that you see trends across your team

Informal Self-Assessment2

A very simple self assessment involves asking yourself

the question: Would I want to be coached

by me?

Other Questions to Consider:

Do your team members ask you to coach them on sales calls?

Do you have a coaching focus so the salesperson does not feel ‘beat up’ at the end of the call?

Do you use selling "mistakes" as learning experiences, or are there repercussions?

Do you practice examples of the coaching focus before the call?

Do you follow up with the salesperson on skills that they are developing?

Tracking Behavior Change3

While the assessments described above measure coaching related behaviors

Determining your effectiveness as a coach shows in how well your sales team’s skills improve as a result

of your coaching

This means you have specific behaviors that you

target and track for improvement through

coaching

Example: One of your sales professionals performs

well until it comes to closing the sale

You observe that when your sales rep gets resistance after asking for the close,

she wraps up the sales call rather than probing to uncover the objection, and

ultimately loses the sale.

Example

In this scenario ‘probing to uncover the objection’ is the behavior that you want to

coach and track.

Example

Practice the skill before the sales call, observe during the call, and give feedback after the call.

Next sales call, the sales rep performs better, and by the fifth sales call, she is probing and

uncovering objections without your guidance.

Example

Becoming a great sales coach takes hard work and commitment

Start by assessing your current coaching

effectiveness and use this as a basis for improvement

Sales Coaching can drive revenues up by 20% or more. Help your Managers become great coaches.

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By Marlaina Capes

@MarlainaCapes