Highly CollaborativeHOW TO CREATE A

SALES COACHING ENVIRONMENT

One of the most essential qualities of effective coaching is that it’s highly collaborative

Telling people what to do rarely leads to

long-term behaviorchange

Collaboration is key to changing behaviors

When someone feels that they are an

active participantin the coaching process…

...that person is more willing to make the time commitment

necessary to change their own behaviors

Steps to Create a CollaborativeSales Coaching Environment 4

Co-define Coaching Outcomes1

Co-defining the coaching outcomes is a great way to get the salesperson's buy in

Start the coaching process by co-assessingthe salesperson’s sales behaviors

Jointly identify the salesperson’s strengths,

and areas of improvement

Co-define which skills will be addressed during the sales coaching process

Establish Clear Roles2

Establish clear roles prior to the call so the sales manager doesn't take over the call

Joint Call - sales manager assists the sales person make the sale

Coaching Call - the salesperson sells and the sales manager observes

Modelling Call - Sales Manager sells and the sales person observes

3 Types of Sales Call That Can Be Utilized for Coaching

By understanding the type of call to be utilized, respective roles for the call can be established

Ask First3

Asking questions before expressing your own opinion is

critical to effective coaching

Sales people will take more

ownership of changing their

behavior if they feel they

are discovering problems

and solutions on their own

Focus on Behaviors, not Judgments4

When providing coaching feedback focus on behaviors

Observable, objective, specific acts or actions

A judgment is only helpful when

followed with a specific

description of behaviors

Coaching sales performance is most effective when it is based

on specific, behavioral and observable performance

Sales Coaching can drive revenues up by 20% or more. Help your Managers become great coaches.

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By David Jacoby

@DiJacoby