The benefits of sales coaching are no longer debatable. Study after study have confirmed that coaching yields increased production, higher productivity, increased CRM use, better retention and higher win rates. Those five results make a coaching program a non-negotiable for successful sales teams.
Last week I had the opportunity to attend the American Association of Inside Sales Professionals (AA-ISP) 2018 Leadership Summit. This was a fantastic event where Bob Perkins and team hosted sales leaders from around the world. Amazing leaders from established heavyweights and scrappy startups joined together to share best practices and lift the sales profession.
Xvoyant has created a landmark five-part series of coaching guides. We are excited to announce the release of the first two guides in the series! Over the past months we have been researching and curating these guides specifically for sales leaders, coaches, and teams.
Each guide has been put together with the goal of helping sales leaders establish a strong coaching program. They feature data-driven information and advice on how and why coaching works, while highlighting best practices and case studies in order to help leaders become elite sales coaches.
2 of the guides are available for free here!
Today's blog post comes to us courtesy of Iva Williams, Customer Experience Manager at Xvoyant.
The best sales leaders share common practices. This post details five of those practices—processes that separate world class leaders from everyone else. Each element stands on its own, but taken together, they are powerful instruments of change and implementing them will help any leader be more relevant to their reps and more successful in their career.
My oldest son has worn a black wristband since he was about 11 years old. The wristband says “Passio Bellator,” a Latin phrase which roughly translated means “Suffering Warrior.” He got this wristband when he had the opportunity to work with the National Football Academy and their coaching staff. Coach Darin Slack, the founder of NFA teaches these QBs the principle of “Passio.”
Tom Brady is arguably the best quarterback to ever play in the NFL. He wasn’t a first round draft pick and he wasn’t highly recruited coming out of High School. Most of his college experience came as a backup at Michigan. Brady was taken as the 7th quarterback taken in the NFL draft as the 199th player taken overall after having a famously unimpressive NFL combine.
2018 is shaping up to be the Year of Coaching. More and more sales thought leaders are coming to the conclusion that robust coaching programs can make a huge difference in win rate, quota attainment, and overall revenue. Coaching your sales team has become non-negotiable.
The year was 2005. I’d been involved in sales and sales leadership for several technology companies and had helped found and grow several SaaS companies. My expertise was helping organizations add method to the madness of sales, but it was mostly focused on emerging and mid-sized companies with an emphasis on technology.
Welcome to Day 10, the final day of our X-Factor: 10 Days of Epic Sales Knowledge. It's been a fantastic two weeks with informative, actionable insights from the most knowledgeable voices in sales. Thank you to all of our authors and readers. To wrap up the series, today we have the founder and CEO of Xvoyant, Rob Jeppsen. Rob is well-known as a thought leader in Sales Coaching and his passion for helping sales teams improve is evident in this article.
Here's another great article as a bonus today for X-factor: 10 Days of Epic Sales Knowledge from Colleen Stanley.
Welcome to Day 9 of X-Factor: 10 Days of Epic Sales Knowledge! Today's article comes to you from Winning By Design's Jacco vanderKooij.
Make sure to check the links to the previous 8 days at the end of the article.
Sales is changing and transforming faster every single year. I used to say that its not your daddy's sales world anymore...you can safely say its not your big sister's sales world anymore. One thing that hasn't changed is the need to create value for customers. A salesperson's ability to create value has long been the attribute that not only wins business, but creates relationships with customers that endure for entire careers. Jacco vanderKooij is the founder of Winning by Design, an organization helping over 150 of the world's most successful SaaS sales organizations surpass their growth goals. Jacco understands how to be so valuable your prospects and clients can't ignore you. His book on scaling SaaS sales teams, "Blueprints for a SaaS Sales Organization" is filled with insights every sales org needs to consider. Today Jacco shares an insightful blueprint on how to be valuable to a client. In typical Jacco fashion...you may be surprised on what makes you most valuable. If you aren't following Jacco yet, start. If you haven't read his material before, get it. If you ever have a chance to listen to Jacco speak do it. It is our pleasure to bring you insights today from one of the best leaders in sales. As you consider your 2018 plan, consider how you create impact. It is a catalyst worth tapping into.
Another day, another bonus article in the X-factor: 10 Days of Epic Sales Knowledge series from Ryan Leavitt.
Today's experts are sharing thoughts around sales coaching. Ryan Leavitt is the Chief Revenue Officer for LearnCore, a best-in-class coaching and enablement technology company. Ryan sees coaching from the lens of coaching his own fast-growing sales team as well as through the lens of helping other leaders benefit from building a coaching culture. His article is one that we can all benefit from: Lessons a 2 Year Old Can Teach You About Sales Coaching. Its a great read with some powerful insights that will help you build your coaching plans for 2018.
Here is where you can follow Ryan:
5 Lessons A 2-Year Old Can Teach You About Sales Coaching
Welcome to Day 8 of X-Factor: 10 Days of Epic Sales Knowledge. Today's article comes from a true industry icon—Jim Dickie.