How do you track sales coaching progress for remote teams?

Effective tracking of sales coaching progress for remote (and in-market) teams begins with setting clear and measurable objectives. Aligning those objectives with company management also ensures that each salesperson understands how their performance contributes to the team and company goals. Some keys to tracking sales coaching are: (1) implement a cadence of check-ins which include opportunities to review progress, challenges and strategy refinement (2) leverage technology to track and analyze sales performance data which can include CRM systems that collate call and email data points and (3) implement a feedback/review framework with specific timelines to help assess progress and opportunities to mentor/guide where it is needed.

Coaching effectiveness is the same for on premise or remote teams. Based on your coaching efforts, are you having a positive impact on the individual results of each team member? If you cannot identify how the performance of each person you are coaching is improving, you need to question what you are doing and how receptive the individual is to your coaching efforts. Measuring impact in sales is easy - look at the results. If the results are lacking after a continued coaching effort, you need to re-think your strategy and potentially aspects of your team.

A common mistake here is picking too many metrics. Focus on 1-2 key objectives per rep and across the team at a time. Only when progress has been made should you add new objectives.

Log all coaching interactions, including date, topics covered, recommendations made, action items agreed upon, and follow-up plans.

Note that a sales coaching platform is only as a good as the enablement strategy it powers. It's mission critical technology for any customer-facing team. Time savings mentioned here is a small benefit. Real value is: 1. Being able to find and listen to what's preventing success in buyer conversations - scaling what's working and stopping what's not. 2. Facilitating P2P learning + offering clarity in "what good sounds like" based on multiple peer examples. 3. Removing manual activity logging and notes, helping reps better prepare for conversations based on AI call summaries and transcripts.

Feedback is a gift. Magic happens when managers are providing consistent, constructive, data-backed feedback across their team. Don't neglect the power of self-evaluation - especially for more experienced sellers. Listening back to call//meeting recordings can be cringey, but super impactful in driving self awareness. Before offering feedback on a call as a manager, I'd ask the rep to review themself. More often than not, they would identify the same areas of strength and weakness. This type of guidance is empowering for reps and ultimately make your life easier as their manager in the future.