Step-By-Step Sales Coaching by the Numbers

Step-By-Step Sales Coaching by the Numbers

To conclude this series on sales coaching, here’s a step-by-step guide for using a “Coaching by the Numbers” process to get each representative on your sales development team up to an optimal level of cold-calling success. STEP 1 — Get rigorous about creating a list of call dispositions that work for coaching. This is the only hard step. SImply stated, the recipe is to standardize a set of dispositions that tell you what happened in the conversation. Some managers and teams are tempted to throw in some dispositions that are really recommendations, or predictions, or a set of switches that…read more >
The Problem with KPIs in Coaching Your Sales Team

The Problem with KPIs in Coaching Your Sales Team

Part 3 of 4 In this series, we’ve spent a lot of time talking about call outcomes and call dispositions as ways to identify coaching milestones—who to coach and what to coach them on. There are in fact many common CRM dispositions that map directly and reliably onto coachable phases that every sales development conversation must go through. But there is a danger of oversimplification. Some of you might think I’m claiming that there is some sort of KPI (key performance indicator) that you can set and that you can use coaching to help every rep hit or exceed those…read more >
Chipping Out of the Sales Sandtrap—By Mapping Call Dispositions

Chipping Out of the Sales Sandtrap—By Mapping Call Dispositions

Part Two of Four Conversations, like golf swings, come in distinct parts. For the golf swing, we have the setup; backswing; transition; downswing; impact; and follow-through. For sales development conversations, we have opening and agreement to engage; communicating value; offering the meeting; agreeing to the meeting (or not); and collaborating to set the meeting. Most teachers of the golf swing will tell you that the majority of bad swings start with a poor setup: that the golfer’s stance, posture, and grip on the club make it challenging to make a swing that will deliver the clubhead squarely onto the back…read more >
How to Get Closer to an Ideal Sales Coaching Strategy This Year

How to Get Closer to an Ideal Sales Coaching Strategy This Year

In sales, coaching and training are two terms that have often been used interchangeably, without distinction or clarity. It’s time for a change. Heading into 2017, we’d like to help make a clear distinction between sales training and coaching—and let you know which strategy we think  works. Coaching vs. Training vs. Evaluation First, sales coaching is intervention based on current performance for the purpose of improving future performance. It differs from training, which has the same purpose but is based on assessment of skills gaps. It differs from evaluation, which is based on current performance, but evaluation’s intended purpose is…read more >