You’re leading a team in Sales Coaching. What’s the best way to manage them effectively?

La gestión efectiva de un equipo de Coaching de Ventas requiere un líder talentoso, habilidades de mentoría excepcionales y una comunicación sólida. La fórmula "mágica" radica en el conocimiento profundo del equipo, el producto y el mercado, combinado con una comprensión de los competidores. Esto permite establecer objetivos claros, proporcionar retroalimentación constructiva y motivar al equipo hacia el éxito. El liderazgo empático y la capacidad para adaptarse a las necesidades individuales de cada miembro son clave para maximizar el rendimiento y alcanzar resultados consistentes.

One thing that is a must when developing people is to understand where they are today. The most common scenario is that many people are unaware of a certain topic or subject, or just don't understand the importance. By not assuming, and digging in to their current approach or view of a subject that needs to be developed, clearly shows where the focus is required. As the famous quote goes 'you don't know what you don't know'. In most cases, once you begin to discuss the subject and get them thinking about it (like any good coach), the rest of the development is easier

As a coach myself , the best way I use is involvement, and story telling, asking open questions to do a proper brain storming , to understand the product and have confidence, but also knows how to maneuver and emphasize what the other person thinks is important, understanding the customer needs is the key

Sales coaching involves asking sellers what actions they will take to achieve their goals. The clearer and more measurable the goal, the better. Therefore, using the SMART approach can make goals extremely specific and achievable. I advocate for employing a structured framework to assist sellers in navigating the organization and closing deals. MEDDICC serves as an excellent framework for facilitating that conversation.

Leading a team effectively means guiding them with empathy and fostering a space where risks and failures are not just permitted but seen as growth opportunities. Authentic leadership is about creating an environment where people feel safe enough to show their vulnerabilities, to fail, and learn from each other. Creativity and development thrive in this culture of trust and openness. When team members no longer feel the need to defend their weaknesses but instead embrace them as chances for improvement, that's when real progress happens. Leadership is not just about directing from the front but nurturing an ecosystem of mutual support, learning, and collaboration.

In my experience, it is very important to have a plan how to effectivly integrate new members into to team. This should be done from the two perspective: from the perspective of a team and from the perspective of the team member. Ask yourself questions like: what new skills this member brings to the team? What skills others should teach for new member first? How is the energy level of the new member compared to energy level of the team?

Adapt Leadership Style to Individual Needs: Recognize that each team member may respond differently to various leadership approaches. By understanding their unique strengths, preferences, and working styles, you can tailor your leadership approach to meet individual needs effectively, maximizing team productivity and satisfaction.

The best way to manage a Sales Team more effectively is to get higher performance/results from the efforts they are already doing. That’s assuming they are already working hard of course! And of course it depends on the situation! When training Stand Out Selling techniques and tactics, I often see high improvements almost immediately, just by implementing a few clever ‘tweaks’ to a typical (or ‘standard’ Salesperson’s behaviour! Getting into an account they’ve been trying to get into for 10 years. Doubling their prospecting results. Winning a much higher % of sales pitches/presentations. All of those are results from recent programmes. Of course it’s much easier, when you know the quick things to implement for fast results!

Effectively managing a sales coaching team requires clear communication, support, and empowerment. Set clear goals and expectations, ensuring everyone understands their roles and responsibilities. Foster open communication channels for feedback and collaboration. Provide ongoing training and resources to enhance skills and confidence. Empower team members by delegating tasks and trusting their abilities. Recognize and reward achievements to boost morale and motivation. Address any conflicts or challenges promptly and constructively. Lead by example, demonstrating professionalism and dedication. By prioritizing communication, support, and empowerment, you'll foster a positive and productive environment.