Sales Coaching Best Practices

Question 1

What are the 3 types of coaching calls?

Answer 1

1. Pure coaching call: Let the rep lead; more for seasoned reps. Provide feedback after.
2. Demo call: For new hires; demonstrate how to build value for the customer. You lead the call.
3. Joint Call: Equally involved in the call; discuss in advance what you will cover.

Question 2

What should you ask a rep after a bad sales call?

Answer 2

Ask, ‘Where do you think it started to go wrong and why?’

To learn; sometimes you have to let your rep fail.

Question 3

What is your primary goal in coaching?

Answer 3

Empower your rep to be confident on their own in high stakes situations.

Question 4

What generational themes should you be mindful of?

Answer 4

Gen Z: Low attention span + tech savvy; give coaching in small doses.
Millennials: Focused on professional development; receptive to coaching.
Gen X: Independent/resourceful; let them take lead in self-discovery.

Question 5

Who should you focus on in a bell curve team organization?

Answer 5

Focus on top performers; they need coaching too. Underinvesting in them can harm morale.

Question 6

After top performers, who should you focus on?

Answer 6

Dedicate time to mid-level performers who take coaching well and are committed to their own development.

Question 7

What should you do with low performers?

Answer 7

1. Establish expectations.
2. Provide resources.
3. Give them a chance to improve, but safeguard your schedule.

Question 8

How do you build a successful team in the long run?

Answer 8

Always invest in your top performers and high potentials; play the sales coaching long game.

Question 9

What questions should you ask a rep about deal strategy?

Answer 9

1. Environment: What’s going on in the customer’s org?
2. Challenges: What obstacles do they face?
3. Goals: What does the customer need to accomplish?
4. Success: What does success look like for this customer?
5. Lack of Success: How will the customer know they failed?

Question 10

What can you do 10 minutes before a sales call to improve the odds?

Answer 10

Ask your rep: 1. What will buying from us do for them? 2. How can they be more successful? 3. What goals will we help them accomplish?

Question 11

What can you do 10 seconds before a sales call to improve the odds?

Answer 11

1. Breathe deeply.
2. Think about the agendas.
3. Feel something warm or compassionate.

Question 12

What to do during a difficult call that is going south?

Answer 12

Gently intervene by asking a question to give your rep time to regroup.

Question 13

How do you help a rep recover from a disastrous call?

Answer 13

1. Ask what they think went wrong.
2. Ask what they would do differently.
3. Share brief expertise as an observer.

Question 14

What should you do after a big win?

Answer 14

1. Congratulate them publicly.
2. Highlight what they did well.
3. Explain the impact to the customer.