What is your process for developing sales coaching plans?

I've just recruited 6 graduates to join the 4 veterans I have in my customer-facing team. With an eclectic mix of reflectors, reactors, innovators, strategists and pragmatists one size does not fit all. A common cultural language, sales methodology, process and system helps to provide structure. However, each journey is unique and requires empathic coaching. Time consistently invested in coaching throughout this journey gives regular marginal improvements that quickly compound to exponential gains. Also with any high performing team, coaching may be focused by the leader but is made more relevant with feedback from the wider team to achieve exceptional results. Constantly seek this feedback and be that lens to focus that improvement

Start with a quantitative assessment, Sales is a math equation, figuring out the efficiency of the team and individuals across this math equation is essential to understand the coaching needs of the team. 1. Opening Conversations 2. Conversations -> Meetings 3. Meetings -> Deals 4. Deals -> Revenue This needs to be followed by qualitative assessment of specific instances across each step with the biggest problem. Ex: To understand why Tommy is struggling to generate pipeline despite having 5 meetings with prospects in a week, the coach needs to go through the recorded meetings or shadow new meetings. While the quantitative assessment helps understand process gaps, the qualitative assessment helps understand individual coaching needs.

When assessing the current situation mindset MUST be included! In the dynamic world of sales, where every conversation can make or break a deal, the importance of mindset cannot be overstated. I've witnessed firsthand the transformative impact a positive and resilient mindset can have on a sales professional's success. the impact of mindset on sales success cannot be ignored. By investing in mindset coaching, sales professionals can unlock their full potential, overcome obstacles, and navigate the competitive landscape with confidence and resilience. Remember, it's not just about selling a product or service; it's about cultivating a mindset that breeds success.

If I’m coaching on a specific opportunity I start by building a baseline. Opportunity qualification - where are we starting from and what actions need to be taken to win?; seller qualification - where are they starting from in terms of experience, capability, etc? Ultimately I want to know if they can execute the plan necessary to win.

Creating effective sales coaching plans involves several steps to ensure they address the specific needs of the sales team and align with overall business objectives: 1.Set Clear Objectives 2.Identify Training Needs 3.Design Tailored Coaching Modules 4.Provide Resources and Tools 5.Implement and Monitor Progress 6.Recognize and Reward Progress

One time I started coaching a client. We had conducted a brief discussion and came up with a goal. I proceeded to download what I thought was the behaviors attitudes and techniques that would get them to the goal. After a decent amount of time where I pontificated and delivered solid gold (from my view) The client asked. How will this help me? I had broken the cardinal rule. Understand the goal and make sure it is achievable and measurable. I backpedaled and really dove in on his goal until I was able to understand what he really wanted. The rest was ok but.... Now I would ask more questions after defining the goal to help them figure out their own path. They know the answer. Help them find it.

Integrate educational psychology: 1. Gradual Release of Responsibility (or "I do, We do, You do"): Introduce sales techniques and strategies as presenter to start and more as observer over time. Make use of lectures, shadowing opportunities, case study discussions, and role-playing exercises (like mock sales calls). 2. Zone of Proximal Development: Offer a variety of sales challenges that are achievable but require effort to improve understanding and recall. 3. Learning by Design: design sales scenarios, create sales presentations, and develop sales proposals that are relevant, meaningful, and authentic *Balance tasks to incorporate the different learning styles like auditory, visual, kinesthetic, reading/writing, social, and solitary.

It's important to also understand the sales incentives that are built into the sales model. People do what they are incented to do.