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How do you evaluate and select a sales coaching platform or software?

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Sales coaching is a key skill for any sales leader who wants to improve the performance and retention of their team. However, not all sales coaching is created equal, and choosing the right platform or software can make a big difference in the quality and effectiveness of your coaching sessions. In this article, we will share some tips on how to evaluate and select a sales coaching platform or software that suits your needs and goals.

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Victor Antonio

Keynote Speaker and Author - "Sales Ex Machina”, Relationship Selling" & "Mastering the Upsell | Hall of Fame Sales…

1 Define your objectives

Before you start looking for a sales coaching platform or software, you need to have a clear idea of what you want to achieve with your coaching program. Do you want to improve specific skills, such as prospecting, closing, or negotiation? Do you want to increase sales metrics, such as conversion rates, revenue, or customer satisfaction? Do you want to develop a consistent and scalable coaching process across your team or organization? By defining your objectives, you can narrow down your options and focus on the features and benefits that matter most to you.

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Victor Antonio

Keynote Speaker and Author - "Sales Ex Machina”, Relationship Selling" & "Mastering the Upsell | Hall of Fame Sales Speaker |
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Beyond defining outcome objectives, one should also consider System and Course Structure Objectives when evaluating a training solution: - System Objectives: How does it track usage/adoption? What type of reports should it be able to generate? How does the Notification of completion and progress tracking work? Gamification features? Completion-Congratulations feedback feature? Autoresponders or notifications to remind users of their (lack of ) progress? - Course Structure: What is the structure of the programs offered; 1 hour, 4 hours, Webinar. Or, are they training programs that are short and modularized (e.g., a 1-hour course with 3-6 minute modules)?

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2 Compare different solutions

Once you have your objectives in mind, you can start comparing different sales coaching platforms or software based on various criteria such as ease of use, functionality, feedback and analytics, support and training, and cost and value. To evaluate ease of use, consider how user-friendly and intuitive the platform or software is, how easy it is to set up, access, and manage sessions, and how compatible it is with your existing tools and systems. Functionality should be assessed based on the features and capabilities offered by the platform or software, as well as its ability to support your coaching objectives and methods. Feedback and analytics should be assessed in terms of the quality of data and reports provided as well as the actionability of the recommendations. Support and training should be evaluated based on the responsiveness of customer service and technical support, as well as the amount of training and guidance offered. Cost and value should be compared to determine if it fits your budget expectations.

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3 Test and evaluate

To determine if a sales coaching platform or software is right for you, it's important to test it out for yourself. Most providers offer free trials or demos that let you experience their platform or software and see how it works in practice. During this period, evaluate the platform or software by asking questions such as: does it meet your objectives and expectations? Does it enhance your coaching experience and outcomes? Does it solve your coaching challenges and pain points? Does it fit your coaching style and culture? Does it provide a positive return on investment? Answering these questions will help you select a sales coaching platform or software that will take your sales coaching to the next level and boost your sales performance and results.

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? Bob Phibbs

Keynote speaker | Sales Trainer | Helping Brick-and-Mortar Retailers | LinkedIn Top Voice
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While the platform is important, be careful of your own motives. So many people want to buy a sales training program as a, “once and done.“ That does little to move sales. Unless you’re willing to actually do live sessions with your sales team, most sales training falls flat, whether delivered online or in person

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4 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Elisabetta Borghi

E-Commerce | Retail | Marketing | Brand | Digital | Trade | Innovation | Luxury | Fashion | FMCG | Beauty Manager
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Usually the professional profile of the lecturers and trainers and the reviews present by former customers are a leverage for the decision.

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How do you evaluate and select a sales coaching platform or software?

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1 Define your objectives

2 Compare different solutions

3 Test and evaluate

4 Here’s what else to consider

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