The world of sales coaching is as complex as it is important. There have been many studies and reports in recent years about the efficacy and impact of sales coaching and making sense of it all can be difficult. Questions like “How does sales coaching help me?” “How much time should I spend on it?” and “Who should coach?” can be daunting.
In 1979, a DC-10 Passenger Jet flew from New Zealand to Antarctica on a sightseeing excursion on Air New Zealand flight 901. This 8 hour flight would provide passengers an experience of a lifetime: a chance to see the bottom of the world. 257 passengers and crew members took off at 8:20 that morning for routine 8 hour round-trip sightseeing trip with great anticipation to experience a part of the world very few people had ever seen.
Sales leaders know that in order to have successful teams, they need to coach. But where do you start? And how do you measure success? There are three questions that sales leaders should ask themselves:
I was very fotunate the other day to be interviewed by Meg Walter for the new Silicon Slopes magazine. It gave me the opportunity to share the Xvoyant story and show its value to a broad audience. Sales Coaching is such an important space. I'm happy that I could add some value for their readers and showcase Xvoyant's technology. I've included the full article below, in case you missed it.
Now that the NFL has officially laid claim to the first Sunday of each February, the SuperBowl has for many become The mid-winter holiday to get excited about. But whether you prefer chocolate hearts to buffalo wings or vice versa chances are that you’ve heard of and may even have an opinion of one of the biggest names in the sport, who while having a major impact on each game his team plays in, will do so without ever taking the field.
Effective Sales Leaders don’t push the more button without pushing the how button. They push the how button by painting the target and not by micromanaging.
There is an old Zen proverb that is applicable to the sales process: "Before enlightenment, chop wood, carry water. After enlightenment, chop wood, carry water."
1. Better Employee Retention
Harvard business Review has indicated that there are some important retention benefits from coaching your high performers. In fact, according to CED Magazine, “Seven in 10 respondents say job-related training and development opportunities impact their decision to stay with a company.” Afforded an opportunity to continually improve their sales skills, reps will be optimistically and enthusiastically engaged.
The divide between Marketing and Sales is legendary, and most companies have experienced it to some degree at one point or another. The fact that it is so pervasive in corporate culture suggest two things: one, the problem is rooted in human nature and two, we won’t or don’t know how to fix it. Numerous methods have been suggested to try to overcome the differences, including everything from CRM to lead nurturing systems to comprehensive process reviews, but since the problem persists, you have to draw the conclusion that these solutions have proven to be, for the most part, ineffective.
As a boy I was always a little intimidated by my Grandfather. He was so good at so many things. I swear he could fix anything, build anything, and he even manually calculated the square root of any number about as fast as I could do it with a calculator (no kidding. He would try to teach me how to do this so I could challenge my math teachers.) He had high expectations of all of his family members and I did not want to be the one that was what he referred to as an "educated idiot."