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Sales Coaching for Managers

The document discusses implementing a successful sales coaching program. It recommends defining the sales process, stopping ineffective coaching techniques, using the GROW model in one-on-one meetings, and encouraging reps to coach each other through activities like film reviews and pipeline inspections. The GROW model involves setting goals, discussing current reality, exploring options, and agreeing on a way forward. Coaching is preferable to firing underperforming reps when possible in order to improve the whole team.

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Abhinav Dubey
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340 views31 pages

Sales Coaching for Managers

The document discusses implementing a successful sales coaching program. It recommends defining the sales process, stopping ineffective coaching techniques, using the GROW model in one-on-one meetings, and encouraging reps to coach each other through activities like film reviews and pipeline inspections. The GROW model involves setting goals, discussing current reality, exploring options, and agreeing on a way forward. Coaching is preferable to firing underperforming reps when possible in order to improve the whole team.

Uploaded by

Abhinav Dubey
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
  • Sales Coaching Training for Managers: Introduces the topic of sales coaching for managers, setting the foundation for why coaching is important in sales management.
  • The Importance of Coaching Your Salespeople: Highlights the critical role of coaching in developing salespeople and ensuring they understand and commit to their roles.
  • Sales Training vs. Sales Coaching: Defines the difference between sales training and sales coaching, emphasizing the importance of improving sales practices.
  • 4 Steps to Building a Successful Sales Coaching Program: Describes key steps to establish a successful sales coaching program, including using effective techniques and models.
  • When to Coach vs. Fire Your Underperforming Reps: Discusses decisions regarding coaching support versus termination for consistently underperforming sales reps.
  • Conclusion: Closes the training session with final remarks and acknowledgments.

Sales Coaching

Training for Managers


THE IMPORTANCE
OF COACHING
YOUR SALESPEOPLE
The purpose of coaching is to help individual
salespeople understand what they need to do
and to get them to commit to doing it.

SOURCE: PIXABAY
COACHING IS HOW YOU
GET A PERSON TO INSTILL
A NEW BEHAVIOR.
Sales Training Sales Coaching

Show your reps what Help them improve how


they need to do. they do it.
In most sales organizations, all
the motivation the team gets is
their manager cracking a whip at
the end of the month, pushing
everyone to hit their quotas.

SOURCE: PIXABAY
4 STEPS TO BUILDING A
SUCCESSFUL SALES
COACHING PROGRAM
Implementing a Coaching Program
1. Define your sales process.

2. Stop using ineffective coaching techniques.

3. Use the GROW model during one-on-one meetings.

4. Encourage reps to coach each other.


Implementing a Coaching Program
1. Define your sales process.

2. Stop using ineffective coaching techniques.

3. Use the GROW model during one-on-one meetings.

4. Encourage reps to coach each other.


SALES PROCESS
100

90

80

70

60

50

40

30

20

10

0
Step 1 Step 2 Step 3 Step 4 Step 5 Step 6

You’ll probably find that a lot of people make it to the first step of your sales
process, a slightly lower number of people make it to the second step, and so
on until the final step, which the least number of people make it to.
Tony Sal
100 100

80 80

60 60

40 40

20 20

0 0
Step 1 Step 2 Step 3 Step 4 Step 5 Step 6 Step 1 Step 2 Step 3 Step 4 Step 5 Step 6

Gunther Rodrigo
100 100

80 80

60 60

40 40

20 20

0 0
Step 1 Step 2 Step 3 Step 4 Step 5 Step 6 Step 1 Step 2 Step 3 Step 4 Step 5 Step 6

If you look at this data for individual reps,


you’ll probably find that each rep struggles in a different step of the process.
Use that data as the
foundation of your
coaching efforts.
Help reps improve their weak spots,
and the data will tell you how well
your coaching works.
Implementing a Coaching Program
1. Define your sales process.

2. Stop using ineffective coaching techniques.

3. Use the GROW model during one-on-one meetings.

4. Encourage reps to coach each other.


You can’t get there
just by showing
someone what
to do.

You need to
help them find their
SOURCES: PEXELS
own way forward.
Implementing a Coaching Program
1. Define your sales process.

2. Stop using ineffective coaching techniques.

3. Use the GROW model during one-on-one meetings.

4. Encourage reps to coach each other.


The GROW Model

G The GOAL your rep wants to achieve

R The current REALITY of where your rep


is right now

O Your rep’s OPTIONS for getting from


their current reality to their goal

W The WAY FORWARD that your rep is


committed to pursuing
The GROW Model

G The GOAL your rep wants to achieve

R The current REALITY of where your rep


is right now

O Your rep’s OPTIONS for getting from


their current reality to their goal

W The WAY FORWARD that your rep is


committed to pursuing
Focus more on
listening than
on talking.

SOURCE: PEXELS
The GROW Model

G The GOAL your rep wants to achieve

R The current REALITY of where your rep


is right now

O Your rep’s OPTIONS for getting from


their current reality to their goal

W The WAY FORWARD that your rep is


committed to pursuing
SOURCE: PIXABAY

Your role as coach is to support your reps


and hold them accountable.
Implementing a Coaching Program
1. Define your sales process.

2. Stop using ineffective coaching techniques.

3. Use the GROW model during one-on-one meetings.

4. Encourage reps to coach each other.


Film reviews are a great
place for reps to coach
each other.

SOURCE: PIXABAY
Having reps inspect each others’ pipelines is
another great way to encourage team coaching.

SOURCE: PIXABAY
Implementing a Coaching Program
1. Define your sales process.

2. Stop using ineffective coaching techniques.

3. Use the GROW model during one-on-one meetings.

4. Encourage reps to coach each other.


WHEN TO COACH VS. FIRE
YOUR UNDERPERFORMING REPS
IF YOU FIRE SOMEONE SOLELY BASED ON
THEIR SALES PERFORMANCE, YOU COULD
BE MAKING A HUGE MISTAKE.
Hire for Attitude
Train for Skill

SOURCE: PIXABAY
If you can identify the team members
who are struggling, then you’re in
a great position to put a coaching
program in place that will
benefit your whole team.

SOURCE: PIXABAY
If they aren’t producing
results, you have to get
them off the sales team.
If you can move employees
from other departments
onto the sales team,
and move sales reps to
other departments,
then your company as a
whole will be more unified
and sales-focused than ever.
THANK YOU.

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