When to Sales Coach for Better Results
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Learn how to determine when sales coaching is the appropriate management action to improve skills.
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When to Sales Coach for Better Results
- 1. Sales Coaching WHEN IS MOST EFFECTIVE
- 2. Mastering Sales Coaching will help maximize the performance and effectiveness of your sales team
- 3. To identify skills and behaviors best addressed by coaching, assess the skills of your salespeople
- 4. Think about this from both a proficiency and a motivation standpoint
- 5. Lack of proficiency means the salesperson doesn't know how, not that they aren't motivated
- 6. The Development Matrix MOTIVATION PROFICIENCY DIRECTING TRAINING EMPOWERING PERFORMANCE COUNSELING COACHING
- 7. EMPOWERING1
- 8. MOTIVATION PROFICIENCY DIRECTING TRAINING EMPOWERING PERFORMANCE COUNSELING COACHING When the salesperson rates extremely high in proficiency and motivation
- 9. Shift more responsibility to the salesperson, which will teach them to problem solve
- 10. TRAINING2
- 11. MOTIVATION PROFICIENCY DIRECTING TRAINING EMPOWERING PERFORMANCE COUNSELING COACHING When the salesperson is not proficient in many skills, but is highly motivated
- 12. Structured group training is the most effective management action to improve skills
- 13. DIRECTING3
- 14. MOTIVATION PROFICIENCY DIRECTING TRAINING EMPOWERING PERFORMANCE COUNSELING COACHING When the salesperson rates low in both proficiency and motivation
- 15. Give specific orders or instructions on how, what, and when to accomplish a task
- 17. MOTIVATION PROFICIENCY DIRECTING TRAINING EMPOWERING PERFORMANCE COUNSELING COACHING When the salesperson demonstrates high proficiency but has low motivation
- 18. Investigate and intervene to address motivational or attitudinal issues
- 19. Consult with HR, and keep conversation focused on observable behaviors, not judgment
- 20. COACHING5
- 21. MOTIVATION PROFICIENCY DIRECTING TRAINING EMPOWERING PERFORMANCE COUNSELING COACHING When proficiency and motivation are average
- 22. Coaching assumes a baseline level of proficiency and is great for fine tuning skills
- 23. Sales Coaching can drive revenues up by 20% or more. Help your Managers become great coaches. Download White Paper COMPLIMENTARY OFFER