how to create a highly collaborative sales coaching environment
TRANSCRIPT
Highly CollaborativeHOW TO CREATE A
SALES COACHING ENVIRONMENT
One of the most essential qualities of effective coaching is that it’s highly collaborative
Telling people what to do rarely leads to
long-term behaviorchange
Collaboration is key to changing behaviors
When someone feels that they are an
active participantin the coaching process…
...that person is more willing to make the time commitment
necessary to change their own behaviors
Steps to Create a CollaborativeSales Coaching Environment 4
Co-define Coaching Outcomes1
Co-defining the coaching outcomes is a great way to get the salesperson's buy in
Start the coaching process by co-assessingthe salesperson’s sales behaviors
Jointly identify the salesperson’s strengths,
and areas of improvement
Co-define which skills will be addressed during the sales coaching process
Establish Clear Roles2
Establish clear roles prior to the call so the sales manager doesn't take over the call
Joint Call - sales manager assists the sales person make the sale
Coaching Call - the salesperson sells and the sales manager observes
Modelling Call - Sales Manager sells and the sales person observes
3 Types of Sales Call That Can Be Utilized for Coaching
By understanding the type of call to be utilized, respective roles for the call can be established
Ask First3
Asking questions before expressing your own opinion is
critical to effective coaching
Sales people will take more
ownership of changing their
behavior if they feel they
are discovering problems
and solutions on their own
Focus on Behaviors, not Judgments4
When providing coaching feedback focus on behaviors
Observable, objective, specific acts or actions
A judgment is only helpful when
followed with a specific
description of behaviors
Coaching sales performance is most effective when it is based
on specific, behavioral and observable performance
Sales Coaching can drive revenues up by 20% or more. Help your Managers become great coaches.
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By David Jacoby
@DiJacoby