
Learn five secrets to becoming a sales coach and heighten your sales team's performance with practical, repeatable techniques that deliver results in about a week.
Apply the scale model to coaching to build rapport by preserving status, providing certainty, granting autonomy, cultivating likeness, and ensuring equity.
Master challenge mastery by aligning mindset, activity, and skill set, and drive sales results through incremental activity that reshapes self-limiting beliefs into supportive ones.
Outline the path to success, a seven-step framework from knowing the current state to identifying leading indicators and worst-case scenarios, empowering coaching conversations.
Create an action plan through collaborative coaching, using crm data to identify challenges, align on a path to success, and hold sales reps accountable.
Discuss the consequence as a two-part dialogue: clarify the impact of not changing behavior and the benefits of taking action on the action plan, preserving rapport while driving sales results.
Hold the salesperson accountable by defining their action plan, the support you provide, and a reliable feedback loop that includes updates, calls, and demos.
The word is out! Everybody knows that coaching is the most effective way to heighten the performance of your B2B sales team - in quarter! So why don't more people do it? One of the reasons is, it's hard. It takes a lot of time and a lot of preparation and frankly a lot of managers just haven't been trained on how to do it. Managers know how to monitor CRM metrics, how to do pipeline analysis, and how to sell (in fact that's how most got the job).
But how do you go about coaching effectively? There are five secrets to becoming a sales coach. They aren't difficult to learn or apply and will transform your team within one week:
Challenge
Write down and categorize each type of challenge each team member is facing
Outline
Understand what steps need to be taken to resolve the challenge
Action Plan
Co-create an action plan without giving yourself homework while holding the sales rep accountable
Consequences
Determine the positive and negative implications of meeting or missing the action plan steps
Hold Accountable
Confirm mutual expectations and timeframe for success
Once you complete this course you will be ready not only to identify and prioritize your team's challenges but also to create action plans that will drive individual rep and team performance.