What You'll Learn: - The 5 things every leader must consider to get coaching right - The 5 outcomes a sales leader can expect when they get coaching right - Common coaching mistakes - Anatomy of 1:1's that create impact - How to stay in the Inspiration business...not the management business - Free resources to identify where you can most quickly improve your coaching impact

1. Curing Common
Coaching
SALES HACKER WEBINAR
@saleshacker
Put picture here
Everything You Need to Know
For You to Coach Like a Pro.

2. Hosted by:
GAETANO DINARDI
VP of Marketing
Sales Hacker
ROB JEPPSEN
Founder & CEO
Xvoyant

3. The Coaching Conundrum
5 Building Blocks to getting coaching right
Actionable tactics to help you get started fast
Common coaching pitfalls you need to avoid
Free resources to help you on your Coaching Journey
Today
1
2
3
4
5

4. @RobJeppsen
The Coaching Conundrum
•48%
• % of Sales Reps that say they don’t
get coached
•83%
• % of leaders say they are awesome
at coaching.
•86%
• Likelihood of reps claiming to get
good coaching of hitting goal.

5. Teams with Great Coaching Do BETTER
PRODUCTION RETENTION
23% WIN RATE
28%

6. Coaching: It’s About Transformation
Cycle Time
Sales
Pipeline Vitality
Rev/Client
Intentional
Improvement
Win Rates

7. Transformation: It’s About Igniting
Do YOUR 1:1’s Ignite?

8. @RobJeppsen
5 Coaching
Non-Negotiables
5 Drivers of Coaching Done Right

9. @RobJeppsen
Which Lever Drives Performance the Fastest and with the Most Consistency?
1. The Right Mindset
Role drives Use of Time and Use
of Tools

10. @RobJeppsen
Segmented vs. Binary Mindset
• 20/80 vs. 80/80
• Coaching = Relevance
• Relevance is easier to achieve
with the segmented approach.
• Segmented approach
facilitates “Next Level”
conversations
38%
62%
Achieving Goal Missing Goal

11. @RobJeppsen
Why Transforming How You Lead Matters
500 Reps, 50% Quota Attainment, $650,000 Quota per Rep
Value of 10%:
$3,802,500
Net Revenue Lift
$5,427,240
Retention Cost Savings
$605,280
Avg. Revenue Per Rep
Value of 10%:
$5,582,200
Net Revenue Lift
$6,243,120
Retention Cost Savings
$608,839
Avg. Revenue Per Rep
Value of 10%:
$4,036,500
Net Revenue Lift
$1,662,960
Retention Cost Savings
$605,748
Avg. Revenue Per Rep
Value of 10%:
$13,667,550
Net Revenue Lift
$11,470,680
Retention Cost Savings
$625,010
Avg. Revenue Per Rep
Value of 10%:
$2,795,000
Net Revenue Lift
$17,144,400
Retention Cost Savings
$603,265
Avg. Revenue Per Rep

12. @RobJeppsen
Mindset is a Difference Maker
500 Reps, 50% Quota Attainment, $650,000 Quota per Rep
Before After
http://bit.ly/xvoyantcoaching

13. @RobJeppsen
Yields
2. The Right Data
Sterile
Productivity
Conversion
Volume
Demoralizing
Personalized
Target
Effectiveness
Target
Competencies
Target
Activities
Inspiring
Lens
Personalization Creates
Inspiration & Ignition

14. @RobJeppsen
2 Sources of What Awesome Looks Like
‚ Competencies

15. @RobJeppsen
# X2 +8 /2 -#
3. The Right Priorities

16. @RobJeppsen
Predictability: Process v. Outcomes
LUCKY
BE PATIENT
EARNED
DESERVED
OUTCOMES($$)+
-
PROCESS +-

17. @RobJeppsen
How Do You Stay Relevant to Diana?
• YTD Goal of $1,000,000
• Average Deal Size of: $200,000
• Sales Cycle Time of 90 Days
• Sales: $2,450,000
• Average Deal Size: $200,000
• Win Rate: 50%
• New Opportunity Starts: $4,000,000
• Deals in Pipeline: 6
• Days to Win: 45 Days
• Current Pipeline Age: 22 Days
YTD Targets YTD Performance

18. @RobJeppsen
Evaluating Process
LUCKY
BE PATIENT
EARNED
DESERVED
OUTCOMES($$)
+
-
PROCESS +-
$1.0MM
$2.45MM

19. @RobJeppsen
Process Helps You Be Relevant
LUCKY
BE PATIENT
EARNED
DESERVED
OUTCOMES($$)
+
-
PROCESS
+-
$1.0M
$2.45MM
Opportunity Starts in $ $2.0MM $4.0MM
Velocity 60 3090 45 22
Opportunity Starts in # 106

20. @RobJeppsen
Big Change Comes From Small Changes
Driver Current +10% New
Opportunities 10 1 11
$ per Customer $1,000 $100 $1,100
Win Rate 30% 3% 33%
Sales Velocity 90 Days -9 Days 81 Days
48%
1.1 1.1 1.1
.9
4 Competencies Drive
Compound Growth

21. @RobJeppsen
4: Right Goals
Outcomes
Result the
Sales Team is
Chasing.
Stages
Experiences
tracked in
Salesforce.
Activities
High Value
Activities
required to
move
through
sales stages.
Skills
Unique skills
make the
High Value
Activities
succeed or
fail.
Resources
Tools
provided by
the company
to help
salespeople
develop key
skills.
Coaching Goals:
• Commitment to
change activities or
develop new skills.
• 100% dependent on
rep’s willingness to
change.
• Skill to Success
ensures all coaching
goals are set to
company-defined
Activities and Skills.

22. @RobJeppsen
Transform Commitment with Dollarization

23. @RobJeppsen
Coaching Goals for Opportunities

24. @RobJeppsen
• Clearly defined activities…not outcomes.
• Develop Activity Mix, Skills, Knowledge, or Experiences
• Create commitment that identifies true intentions.
• The difference between coaching & conversation.
• They identify if they want coaching…not you.
Now What?

25. @RobJeppsen
5. The Right Follow Up: Close the Loop!

26. @RobJeppsen
Importance of Measuring Coachability
INDEPENDENT
FUTURE
STARS
TOXIC
OUTCOMES($$)+
-
WILLINGNESS TO CHANGE +-

27. @RobJeppsen
8 Types of Salespeople

28. @RobJeppsen
Maximize Your Time With Those Who Will Change
• Your Time is Valuable. Spend it with
those who value it.
• Create “Fork in the Road”
Conversations.
• All Reps get your time, but those that
are willing to change get more of your
time.
• You have limited coaching cycles.
Spend them wisely.

29. @RobJeppsen
5 Coaching
Non-Negotiables The Right Use of
Data
The Right
Follow Up
The Right
Mindset
The Right Goals The Right
Priorities
5 Non-Negotiables of Coaching Done Right

30. @RobJeppsen #ArmyofSalesReps
4 Traps to Avoid
• Inconsistency
• Ambush with
Data
• Looking Backward
• Flogging the
Forecast

31. @RobJeppsen
5 Things You Get …
…When You Get Coaching Right
Production
30%
Productivity
20%
Utilization
95%
Retention
20%
WinRate
25%

32. @RobJeppsen
Free Coaching Resources
• 5 part series on Getting Coaching Right
• SalesHacker.com
• Coaching Assessment
• Bit.ly/coachingscore
• What’s Coaching Worth to You?
• Bit.ly/xvoyantcoaching

33. Ignite Your Team!
Make Your 1:1’s Matter

34. Questions?
ROB JEPPSEN
rob@Xvoyant.com
@RobJeppsen
Robjeppsen