How can sales coaching help you identify and mitigate risks in your accounts?

So you have networked. Researched a company. Made a contact and gotten the appointment, but then you talk, talk, talk and don't see the body language of your possible client telling you that you are now wasting their time. Learning to listen. Learning to ask probing questions and then listening. This is very key. Talking is not selling.

A few ways to do this with high-return on effort - 1. Call & Email Thread Reviews (important deals) (try reviews at 2x speed, smart trackers in Gong/Chorus can help) 2. Check for multi-threading & frequency of touchpoints 3. Check Discovery call approach (pain focussed vs solution focussed) 4. Check if reps are going deeper into Cost-of-Inaction (most reps go deeper into ROI - potential gains don't drive urgency as compared to current losses) 5. Check if reps are wasting too much time on smaller deals (are they disqualifying hard?)

El coaching de ventas desempe?a un papel crucial al identificar y mitigar riesgos en cuentas. Realizar evaluaciones regulares, utilizando herramientas como el análisis DAFO, permite analizar fortalezas y debilidades. Además, formular preguntas abiertas durante revisiones, como obstáculos a superar o la solidez de relaciones clave, facilita la identificación de riesgos. Alternativamente, integrar escenarios hipotéticos en el entrenamiento puede preparar a los representantes para abordar posibles desafíos. La diversificación de enfoques fortalece la capacidad de anticipar y gestionar riesgos en el proceso de ventas.

Es importante identificar la función que desempe?a cada persona dentro de las cuentas, esto para proyectar al mismo que estamos interesados en el desarrollo de la misma y poder establecer planes de acción y estrategias adecuadas. Generar confianza se logra a través del análisis y comunicación efectiva

Role play with you as the coach being the sales prospect. Hopefully, if you're coaching, you will know most of the surprise and not so surprising, obstacles your salesperson will face. Walk through them, together.

Al brindar retroalimentación sobre riesgos identificados, el uso de modelos como GROW ofrece una estructura efectiva para establecer objetivos y planes de acción. Asimismo, implementar el enfoque SBI proporciona claridad al abordar situaciones específicas, comportamientos observados y sus impactos. Otra alternativa valiosa podría ser la técnica de "feedforward", enfocándose en sugerir mejoras futuras sin centrarse exclusivamente en el pasado. La combinación de estos enfoques fortalece la capacidad de los representantes para aprender, adaptarse y mejorar continuamente en la gestión de riesgos en las cuentas.

Biggest mistakes 1. Don't tell them what to do (in most cases). Ask probing questions & guide them to the solution - let them realize what might be done differently. 2. Focus on building one muscle at a time. Understand & and prioritise their biggest weakness.

A coach is often the person, that needs to translate a lot of complex things into simple, actionable processes, that sales reps believe to have a positive impact on their performance. I start with a self assessment, highlight on weaknesses, by looking for assumptions about what effects were had and how they support their claims. I also strongly agree to avoid telling anyone what to do. At best it is a band aid, that someone clings to, at worst they reject the entire feedback.

I am a Fan of the SBI model but this needs to happen as soon as a behavior is identified that is effecting the desired outcome. When it’s fresh!

Feedback é como bússola, é algo que dá o direcionamento correto. Gosto da teoria que somos como uma torre de controle de aeroporto, e nossos coaches s?o como avi?es, que precisam saber qual é o plano de vo? mais indicado, qual a dire??o seguir, como está a rota, se no momento do pouso o avi?o está melhor posicionado, e por ai vai, pra ai sim de fato ele conseguir voar tranquilamente, o feedback age como orienta??o, nunca algo ruim de se ouvir e sempre um ponto de melhoria.

Don't assume it's simple to understand at one go. Keep harping on the basics on multiple platforms - 1:1s, sales trainings, weekly sales/pipeline reviews. Overcommunicating is better than undercommunicating.

El refuerzo de mejores prácticas y habilidades es esencial en la gestión de riesgos en ventas. Incorporar métodos como el juego de roles, observación y coaching entre pares permite prácticas efectivas. Otra alternativa valiosa es la implementación de microaprendizaje, proporcionando información clave en breves sesiones para mejorar habilidades específicas. Además, el uso de plataformas de aprendizaje en línea facilita el acceso a recursos actualizados y módulos de capacitación. Combinar estos enfoques diversificados maximiza la capacidad de los representantes para enfrentar riesgos y cerrar acuerdos exitosos.

Repetition is the mother of all skill. Furthermore like Muhammad Ali once said . He trained so hard in practice that the fight in the ring became easy When practicing skills and using tools like role play . A good coach will make it challenging , so when a sales rep is really selling they are far better equipped to do well

Understand, that most mistakes hide in the ?complexity“ of the sales system used. Your job is simplification. I have learned, that the process, that brought you the complexity simply can’t be walked back to remove it. I find understanding is a good first step to work towards and then focus on clarity about what needs to happen next.

A prática leva a perfei??o, em todos os segmentos que atuamos na vida. Você se lembra quando estava sendo alfabetizado e estava aprendendo a escrever, ou ainda, quando come?ou a andar? Primeiro você engatinhou, depois andou, assim é na vida e pra sempre em tudo que você se propuser a fazer, a prática sempre poderá ser melhorada! Precisamos ter auto conhecimento, e sempre saber em que somos bons, e no que precisamos melhorar, isso deve ser constante, e em várias habilidades.

Feeling good as a sales rep only promotes more sales so celebrate the wins and have some fun. Because the lows and be low. I agree with the the post the data will tell the tale and coach to the behaviors that you as a coach know will produce the results needed to win!

El monitoreo constante del progreso es esencial en la gestión de riesgos mediante el coaching de ventas. Además de herramientas como CRM y paneles de control, considere la implementación de evaluaciones 360 grados, permitiendo la retroalimentación entre pares, superiores y clientes. Además, establecer metas SMART (específicas, medibles, alcanzables, relevantes y con plazo) proporciona claridad y motivación. No olvide la importancia de reconocer logros mediante programas de incentivos y celebraciones periódicas. Esta combinación asegura un enfoque integral para mantener a los representantes enfocados, motivados y adaptados a los desafíos, generando resultados sostenibles y relaciones sólidas con los clientes.

Estoy iniciando a una persona en el proceso de ventas y aparte de compartir la parte técnica que han comentado aquí otros profesionales; para poder hacer todo ello, es fundamental una mentalidad de hierro y perserverancia para llegar a la meta. En Ventas el 80% es mentalidad, ya que la base de datos puede estár perfecta, pero la persona que habla con el cliente es quien mete la canasta.

Cada conquista deve ser celebrada, que seja apenas por nós, pois cada um sabe qual foi a dor que se enfrentou pra seguir no processo. Anote, fa?a to dos, listas de desejos, onde quer chegar e o que fará pra isso acontecer, tal qual quando temos uma reuni?o importante que precisamos nos preparar anteriormente, revisando tema, e aprendendo mais sobre nosso cliente.

It's important that while coaching that you assess the salesperson's relationships in their client companies. Too few sales managers lack an assessment of the most important relationships and the risk of a client defecting or being stolen away by a competitor. Asking about the realtionships and any threats that may cause problems in coaching cannot and surfacing problems allowing the coach to intervene and ensure they mitigate any risks.

Further to Anthony's point, the quality of a sales manager's questions is important to unpack where the rep is in their journey from vendor to trusted advisor -- and their level of self-awareness. For example, probing around what actions the customer took, and asking the rep why they feel that way (listening for evidence to support their POV). A rep will typically move up gradually by making credibility deposits during every single customer interaction. The rep must understand that the customer determines if we're a vendor, a trusted advisor, or something in between.

Lo que me gustaría a?adir es la importancia de la flexibilidad en el coaching de ventas. Por ejemplo, si un representante de ventas identifica un riesgo inesperado en una cuenta, el coach puede adaptar rápidamente las estrategias de mitigación, quizás organizando una sesión de juego de roles para abordar el problema específico. Además, celebrar peque?os logros, como cerrar una venta desafiante, refuerza positivamente el progreso individual. La flexibilidad y la celebración de éxitos son aspectos clave para gestionar eficazmente los riesgos en las cuentas a medida que evolucionan las situaciones.

O melhor líder/treinador é aquele que faz seus liderados n?o precisarem mais deles, e passar a aplicar o conhecimento a frente, ve-los voar sem depender da gente é um processo lindo!

Leverage sales coaching to proactively identify and mitigate risks in your accounts! ?? Conduct regular risk assessments; evaluate client relationships to pinpoint potential challenges. ?? Role-play scenarios; simulate difficult situations to prepare teams for effective responses. ?? Foster open communication; encourage sales reps to share concerns and insights about client dynamics. ?? Implement ongoing training; keep teams updated on risk management strategies and industry shifts. ?? Utilize data analytics; analyze past trends and customer behavior to predict potential risks. By integrating these strategies, sales coaching becomes a strategic tool for navigating challenges and ensuring account stability.