What Is Sales Coaching?
Coaching is the process of intentional improvement though:
- Cadence—If you don't have consistency, you don't have coaching. Consistency helps you transform conversations to coaching. Cadence is also the thing that seems most daunting at scale.
- Process (instead of Outcomes)—If process is good, success is inevitable. If process is weak, success is unsustainable. Many sales coaches make the mistake of confusing deal pursuit with coaching. The people development process is what drives sustainable success.
- Level Up (rather than Skill Gaps)—It is not uncommon for people to discuss "Skill Gaps." Great coaches don't look backwards, they look forwards. We help create a culture of forward-looking self-examination that identifies and quantifies not only what elements are "Next level" for an individual, we help quantify why they are worth chasing.
- Collaboration(as opposed to Dictates)—Coaching often has a negative connotation that it is only for underperformers. It also often insinuates that the coaching is about compliance to certain activities dictated by the leader. Xvoyant helps reps identify what they want to achieve and then draw on their own energy to achieve it. Collaboration is what will help transform coaching from a negative to something the reps run to.
Coaching Benefits Every Member of Your Sales Organization
|Sales Leaders realize an increase in predictable and sustainable revenue attainment. Organizational “buy-in” to coaching cadence and excellence drives improved retention and engagement of high performers. Xvoyant ensures that the benefits of skill development and activity tracking are clearly and individually communicated at a rep, team, geographical, and organizational level.|
|Sales Enablement/Operations finally have an intuitive, agile and consistent means of verifying, supporting and documenting coaching processes and execution all while utilizing their current Salesforce.com data-set, reporting environment, pipeline definitions and protocols.|
|Direct Managers are more able to effectively coach to skills and competencies while the time and effort associated with scheduling, documenting and determining the goals and content of coaching sessions is reduced.|
|Sales Reps receive consistent and personalized, skill and competency based coaching using organizational bench mark and individualized performance and activity criteria. Coaching is collaborative, focuses on leveling-up and clearly illustrates to each rep the benefits of their investment.|
Coaching Could Be Your Company’s Greatest Competitive Advantage
“Inability to articulate value” is the #1 reason sales reps fail to hit quota and 68% of reps say they aren’t sure how to articulate a differentiated solution to their customers… but less than 35% of sales organizations provide a way to practice customer conversations (Serious Decisions).
Consistent coaching focused on high-value skills and activities is critical to developing a sales rep’s ability to add customer value but most companies struggle to implement sales coaching at scale or to track and measure coaching’s execution, cadence and impact.
Xvoyant Sales Coaching Technology brings “intentional, prescriptive and sustained” skill improvement designed to help make sales coaching one of your greatest strengths.
See Xvoyant In action.
Xvoyant is the only Sales Coaching software of its kind. Built native in Salesforce, it is the centerpiece of your Sales Coaching Stack.