Whether it’s missed quotas, inconsistent messaging, lack of closing skills or behaviour you want to change, there are a broad range of areas in sales you can positively impact with good coaching.
How you implement coaching is almost as important as the coaching itself. Human nature is to avoid change so bringing in any new process can be challenging. We want to give you ways to overcome that challenge.
Let’s step back and start with the bigger picture – what is coaching in the context of a sales team?
It’s evaluating a rep’s skills, making sure they have the knowledge to do their job and are ready to get out there and sell your product, and it’s a way to provide feedback for continuous improvement.
Without coaching you can’t reinforce your messaging and process and you don’t get to make those course corrections.
You don’t need to look far to find data that shows consistent coaching has a positive impact on win rates, rep tenure and overall job satisfaction.