MOTIVATION ABILITY TRIGGERS SPAN OF CONTROL WHAT TO COACH ON THE EXPERIENCE COMMON CHALLENGES Sales coaching is becoming increasingly important to the success of a sales organization. But many teams fail to reap the benefits, even if they recognize the value of coaching and the skills involved. What’s holding them back? We find the challenges generally fall into two categories: OF SALES COACHING Everyone focuses on this, because it seems like the most obvious solution. But changing what motivates someone to match what you can provide is no small matter. That's not to say that you shouldn't try. SOLUTION Build purposeful relationships that matter to your employees, so you better understand who they are, what drives them, and find creative ways to help everyone – including the sales managers – feel personally motivated to succeed at the highest level. Great coaches aren't born; they’re made through HARD WORK DISCIPLINE TRAINING SOLUTION Start by defining what a great coach looks like in your organization and develop a multi-tiered coaching plan supported by a coach’s playbook that outlines plays and goals for each individual. And Coach the Coach by saying yes to ongoing training and reinforcement. How do you know when to KICK OFF a coaching series? And, more importantly, how will you ENSURE the coaching continues? How can you make coaching part of your CULTURE? SOLUTION Set up reminders and triggers for yourself to be prepared for these coaching conversations every single week. Plus, discipline yourself to look for creative ways to keep coaching consistent without letting it go stale. Managers often operate at a That means if a manager is expected to spend an hour a week coaching his staff, he already has allocated to coaching. SOLUTION Address your organizational ratios so your sales team gets the attention they need. Many managers run out of ideas or fall back to generic conversations, because they haven’t defined critical metrics, where reps should spend their time, and what success looks like. SOLUTION Make it personal. When you take a close look at the strengths and weakness of the individual reps, and map out their day-to-day activities, you’ll always have specific things to coach on. The coaching process needs to be very disciplined to show that you value the time and that your reps should do likewise, if you are going to get maximum value. Otherwise, your reps might just see it as time away from selling. SOLUTION Create a weekly schedule with an agenda for each meeting, track what was discussed, and follow up with specific notes and numbers on progress, using the dashboards and metrics you have established. Most importantly, don't let it fall off your schedule. Make it a priority. HUMAN STRUCTURE Maximize Sales Training ROI by overcoming the challenges of Sales Coaching! Put our experience to work for you today. © 2016 CloudCoaching Internaonal 16:1 RATIO OF HIS TIME 50% Insights on Motivation, Ability & Triggers based the behavioral research and model by B.J. Fogg.
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MOTIVATION ABILITY TRIGGERSSPAN OFCONTROL
WHAT TOCOACH ON
THEEXPERIENCE
COMMON CHALLENGES
Sales coaching is becoming increasingly important to the success of a sales organization. But many teams fail to reap the benefits, even if they recognize the value of coaching and the skills involved. What’s holding them back?
We find the challenges generally fall into two categories:
OF SALES COACHING
Everyone focuses on this, because it seems like the most obvious solution. But changing what motivates someone to match what you can provide is no small matter. That's not to say that you shouldn't try.
SOLUTIONBuild purposeful relationships that matter to your employees, so you better understand who they are, what drives them, and find creative ways to help everyone –including the sales managers – feel personally motivated to succeed at the highest level.
Great coaches aren't born; they’re made through HARD WORK DISCIPLINE TRAINING
SOLUTIONStart by defining what a great coach looks like in your organization and develop a multi-tiered coaching plan supported by a coach’s playbook
that outlines plays and goals for each individual. And Coach the Coach by saying yes to ongoing training and reinforcement.
How do you know when to KICK OFF a coaching series? And, more importantly, how will you ENSUREthe coaching continues? How can you make coaching part of your CULTURE?
SOLUTIONSet up reminders and triggers for yourself to be prepared forthese coaching conversations every single week. Plus, disciplineyourself to look for creative ways to keep coaching consistent withoutletting it go stale.
Managers often operate at a
That means if a manager is expected to spend an hour a week coaching his sta�, he already has allocated
to coaching.
SOLUTIONAddress your organizational ratios so your sales team gets the attention they need.
Many managers run out of ideas or fall back to generic conversations, because they haven’t defined critical metrics,
where repsshould spend their time, and what success looks like.
SOLUTIONMake it personal. When you take a close look at the strengths and weakness of the individual reps, and map out their day-to-day activities, you’ll always have specific things to coach on.
The coaching process needs to be very disciplined to show that you value the time and that your reps should do likewise, if you are going to get maximum value. Otherwise, your reps might just see it as time away from selling.
SOLUTIONCreate a weekly schedule with an agenda for each meeting, trackwhat was discussed, and follow up with specific notes and numbers on progress, using the dashboards and metrics you have established. Most importantly, don't let it fall o� your schedule. Make it a priority.
HUMANSTRUCTURE
Maximize Sales Training ROI by overcoming the challenges of Sales Coaching! Put our experience to work for you today.
© 2016 CloudCoaching International
16:1 RATIO
OF HISTIME
50%
Insights on Motivation, Ability & Triggers based the behavioral research and model by B.J. Fogg.
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