Elevate Your Sales Coaching: With Performance-Led Insights Assessed Data
Janice B Gordon - Customer Growth Expert FISP FPSA
Helping CEOs CROs Sales Leaders Expand Key Customers with Productive Sales Professionals. Delivers Customer-Centric Revenue Growth | RevTech Strategist Award 2024 I Speaker-Educator-Consultant ScaleYourSales Podcast Host
As the Customer Growth Expert, I continually emphasise, the importance of leveraging data to drive effective coaching strategies. Today, I want to delve into a crucial aspect of sales team development: coaching for success with individually assessed team data.
Individualized Coaching Plans
Imagine having the ability to tailor your coaching efforts precisely to the needs of individual team members. With insights derived from sales-specific and predictive assessments of 2.6 million other sales professionals, managers, and leaders across most industries and all markets, just like yours, such as those provided by OMG, you can pinpoint specific areas for skill development and personal effectiveness against the best in your industry. Whether it's enhancing tactical techniques, such as selling value and consultative selling, Sales DNA, beliefs and mindset, and personalised coaching plans ensure that every team member receives targeted support to maximize their growth potential and be the best they can be.
In today's competitive sales environment, personalized coaching is not just a trend—it's a necessity for driving individual performance and team alignment. As the customer growth expert, I advocate for and partner with OMG data collected of 30 years to be robust, predictive and verified to revolutionize coaching methodology and maximize sales team effectiveness.
Benefits of Personalized Coaching
Personalized coaching recognizes that each salesperson has unique strengths, weaknesses, and learning styles. By tailoring coaching plans to individual needs and gaps identified through assessments, managers can:
Directing, Supporting, and Coaching the Individual
Effective personalized coaching involves a holistic approach that goes beyond just coaching the deal, an area sales managers are comfortable focusing on because they have little or no insight on the individuals or the training to coach. It focuses on coaching the individual. Here's how you can better direct, support, and coach individuals:
Identify Specific Needs: OMG data provides insights into areas such as the ability to reach decision-makers, Sales DNA and limiting beliefs, and other critical skills. This allows managers to pinpoint where individual coaching is most needed.
Customize Learning: Adapt coaching methods to align with the preferred learning styles and pace of each salesperson.
Provide Ongoing Support: Offer continuous feedback and guidance tailored to the individual's progress and challenges.
How OMG Data Enhances Coaching
Assessments offer a wealth of data that goes beyond traditional performance metrics. They:
Highlight Strengths and Weaknesses: Provide a detailed analysis of sales competencies, personality traits, and sales DNA.
Predict Performance: Identify potential roadblocks and opportunities for improvement based on predictive analytics.
Inform Coaching Strategies: Guide managers in crafting targeted coaching plans that address specific development areas.
Why Traditional Methods Fall Short
Traditional coaching methods often rely on generic feedback and anecdotal observations, leading to several shortcomings:
One-Size-Fits-All Approach: Fails to address individual differences in learning styles and developmental needs.
Focus on Deals, Not Development: Managers trained primarily in closing deals may neglect ongoing skill development so deals continue to slip due to unrecognised individual limiting beliefs and behaviours.
Lack of Data-Driven Insights: Without objective data, coaching decisions may be based on subjective impressions rather than concrete performance metrics.
A Word on Sales-Specific Assessment
Most assessment used in sales are not sales-specific but behavioural, personality etc. Those that test for sales skill, neglect to tell you that sales success is not primarily based on teachable skills but the harder to train, beliefs and mindset or drive.
In addition, there are two forms of Assessments, they are either “ipsative” or “normative”.
Ipsative assessments measure a person’s perception of themselves. It is a great tool for increasing self-awareness, team building, communication, and coaching. The downside is there is no standard of measure so you cannot use it to compare two people or in our case two sales candidates.
Some of the better-known ipsative assessments are… DISC, MBTI, P3, PF16, Insights, TTI, and Predictive Index to name a few.
Normative assessments have a standard of measure and are used to compare different people or things to that standard.
Performance Feedback
Timely and actionable feedback is the cornerstone of continuous improvement. By utilizing assessment data, sales managers can deliver feedback that is not only relevant but also backed by objective data insights. This approach fosters a culture of accountability and encourages team members to strive for excellence in their daily sales activities. When feedback is based on clear metrics and performance indicators, it becomes a powerful tool for driving individual and team success.
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Goal Alignment
Coaching efforts should always align with broader organizational goals and sales targets. Assessments provide a foundation for setting clear objectives and benchmarks. By aligning coaching initiatives with these goals, sales leaders ensure that every coaching session contributes directly to achieving measurable outcomes. This alignment not only enhances focus but also reinforces the importance of results-driven coaching within the team culture.
Mentorship Opportunities
Assessment insights not only highlight individual strengths and areas for improvement but also uncover opportunities for mentorship within the team. Pairing experienced team members with those who show potential in specific areas can accelerate skill development and knowledge sharing. Mentorship programs foster a supportive environment where expertise is passed down and continuous learning is encouraged, ultimately strengthening the entire team's capabilities.
Key Takeaways
????????? Personalization is Key: Tailor coaching plans based on assessed data to address individual development needs effectively.
????????? Feedback Drives Improvement: Use assessment insights to provide timely and relevant feedback that fosters accountability and growth.
????????? Align Coaching with Goals: Ensure that coaching efforts are directly aligned with organizational objectives to maximize impact and drive results.
????????? Professional Standards: Raise the standards of sales coaching with personalised insights on key development areas that will impact results and raise the standard of management and leadership by taking a data-informed approach to your team and operational processes.
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In conclusion, integrating assessed team data into your coaching approach transforms it from reactive to proactive, ensuring that every coaching interaction contributes meaningfully to individual and team success. As you consider your coaching strategies moving forward, remember that the insights provided by assessments are invaluable tools for driving continuous improvement and achieving sustainable growth.
Let's embrace this transformative approach to coaching and empower our sales teams to achieve their full potential.
Happy to discuss how you can become data-informed in your sales coaching methodology.
Together, we can elevate our coaching strategies and drive meaningful results in today's dynamic sales landscape.
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Resources:
My next LinkedIn Live:
?Join me in an upcoming live discussion with Mary Shea on DEI, DIE, or DOA? Navigating Changing Dynamics in Corporate Inclusion! August 6th
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You can watch my past LinkedIn Lives here:
The Future of Work and Workforce: Navigating Macro Challenges Embracing Transformative Technologies.
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Check out the weekly Scale Your Sales Podcast a show for enterprising CEOs, CROs, Sales Leaders and practitioners.?here: https://scaleyoursales.co.uk/podcast
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Connect with me, Janice B Gordon - Customer Growth Expert FISP FPSA and explore how my Scale Your Sales Framework helps CEOs, CROs, and Sales Leaders drive exponential growth through customer excellence and sales.
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As a recognized innovator in sales, listed among LinkedIn Sales 15 Innovating Sales Influencers to Follow and awarded the prestigious 2024 RevTech Strategist. Whether you're looking to optimize your sales hiring and team development, enhance customer retention, or accelerate your revenue growth, I'm here to guide you every step of the way. Let's close the gaps in your people, process, and profits ScaleYourSales.co.uk.
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Visit JaniceBGordon.com for speaking offers and check out my books, "Business Evolution: Creating Growth in a Rapidly Changing Wo
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Building Brand & Demand (B2B) for Predictable Sales Pipeline
3 个月Great thoughts and insights... Thank you for sharing Janice B Gordon - Customer Growth Expert FISP FPSA
Boosting teams & busting stress. Author. Keynote Speaker. Stress Management Strategies for teams | Stress Reduction Techniques for staff and leaders | Tailored Wellbeing Programmes for organisations
3 个月I’m sure there are many sales professionals who’ve been around a while and don’t even realise they need a refresh with the kind of practices and data you describe here Janice. I hope your message reaching the parts it needs to! ??