The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

5. Agenda & Outcomes
Agenda
• Cost of not coaching
• Opportunities for coaching
• Benefits of a coaching
schematic and cadence
• Three examples of Sales
Coaching Cadences
Goals
• Quickly gauge your sales
managers
• Optimize your sales
management calendar for
coaching
B2b
Trainers

6. Reap a Destiny
“After three months my boss called
me in. She told me that a number of
the newly hired sales executives heard
they should ask to be on my team.
She wanted to know why.”
Sow a thought, reap an action.
Sow an action, reap a habit.
Sow a habit, reap a character.
Sow a character, reap a destiny.
B2b
Trainers
Ralph Waldo Emerson

7. Introduction
“Of all the codes Gallup has
been asked to crack…the
single, most profound,
distinct, and clarifying finding
– ever – is probably this one:
B2b
Trainers
70% of the variance
in team engagement
is determined solely
by the manager.”

8. Manager Competency Survey
B2b
Trainers
• Use the scale of 1-10 as percentages, with 1 being 10% and 10
being 100%.

9. Why Coaching Fails
B2b
Trainers
Lack of Sales
Process
Lack of Good
Examples
Manager
Profiles
Culture Does
Not Support
Johnson & Hawk, Next Level Sales Coaching © Wiley 2020

10. Transformation
B2b
Trainers

11. eMail Knowledge
Checks
Video Role-play
and Channels
Competency
Model
Live Assessment
On-Site ILT
Virtual ILT
Coaching
Feedback Tool
KPI’s >
Skills
Content
Analytics
B2b
Trainers
Micro Learning
Sales Enablement Ecosystem
Sales Content

12. Benefits of Coaching Cadence
B2b
Trainers
For Salespeople
Johnson & Hawk, Next Level Sales Coaching © Wiley 2020

13. Benefits of Coaching Cadence
B2b
Trainers
For Managers
Johnson & Hawk, Next Level Sales Coaching © Wiley 2020

14. Coaching Benefits- Poll
Salespeople
• Builds relationship
• Links personal goals to
business goals
• Inspiration &
encouragement
• Feedback relevant to goals
• Amplifies positive
recognition
• Documents expectations
• Drives ownership and
accountability
Managers
• Rise above the noise
• Stay focused on what
matters
• Success criteria for day,
week, month, year
• Less reactive stress and
more proactive progress
• Increased efficiency
• Documentation
B2b
Trainers
Johnson & Hawk, Next Level Sales Coaching © Wiley 2020

15. Sales Coaching Model
• Multiply OFC’s
(Opportunities
for Coaching)
• Align OFC’s
with OFI’s
• Be more
proactive
• Center on
Skills
B2b
Trainers
Johnson & Hawk, Next Level Sales Coaching © Wiley 2020

16. 1:1 OFC’s Opportunities for Coaching
B2b
Trainers
Review & Plan
Meeting
•Annual
•1-2 Hours
•Plan for
the Year
Goal Setting
Meetings
•Monthly
•1 hour
•Activities
•Results
•Support
•Commit
Check-Ins
•Daily, bi-
weekly
•Quick Chat
•Text
•Email
•Coaching &
Practice
Performance
Feedback
•Live
observation
•Focused
Feedback
•Focused
Practice
•Repeat
Pre-scheduled at Fixed Times
Johnson & Hawk, Next Level Sales Coaching © Wiley 2020

17. Team OFC’s
B2b
Trainers
Team Sales
Meetings Team Huddles
•Monthly or Weekly
•1 hour
•Daily or Weekly
•15-30 minutes
Pre-scheduled at Fixed Times
•Reporting
•Recognition
•Best Practices
•Skills Practice
•Commitments
Johnson & Hawk, Next Level Sales Coaching © Wiley 2020

18. Sales Coaching Model
• Multiply OFC’s
(Opportunities
for Coaching)
• Align OFC’s
with OFI’s
• Be more
proactive
• Center on
Skills
B2b
Trainers
Johnson & Hawk, Next Level Sales Coaching © Wiley 2020

19. Skills Training
B2b
Trainers
Johnson & Hawk, Next Level Sales Coaching © Wiley 2020

20. Tale of Two Coaches
B2b
Trainers
Johnson & Hawk, Next Level Sales Coaching © Wiley 2020

21. Tale of Two Coaches
B2b
Trainers
Johnson & Hawk, Next Level Sales Coaching © Wiley 2020

22. Micro Action Plans
B2b
Trainers
Johnson & Hawk, Next Level Sales Coaching © Wiley 2020

23. Field Sales Coaching Cadence
B2b
Trainers
M T W T F
1
8
15
22
29

FB
 
 
FB
 
GSM
GSM
GOAL SETTING MEETING
CHECK-IN
PERFORMANCE FEEDBACK
SALES MEETING
SALES HUDDLE
FB

GSM
SM
HUD
SM
SM
SM
SM
HUD
HUD
HUD

Johnson & Hawk, Next Level Sales Coaching © Wiley 2020

24. Inside Sales Coaching Cadence
B2b
Trainers
M T W T F
1
8
15
22
29

FB
 
FB
 
FB
 
FB
 FB
GSM
GSM
GOAL SETTING MEETING
CHECK-IN
PERFORMANCE FEEDBACK
SALES MEETING
SALES HUDDLE
FB

GSM
SM
HUD
SM
SM
SM
SM
HUD
HUD
HUD
Johnson & Hawk, Next Level Sales Coaching © Wiley 2020

25. Contact Center Coaching Cadence
B2b
Trainers
Time M T W T F
0700
0800
0900
1000
1100
1200
1300
1400
HUD HUD HUD HUD

SM
FB

 
GSM
GOAL SETTING MEETING
CHECK-IN
PERFORMANCE FEEDBACK
SALES MEETING
SALES HUDDLE
FB

GSM
SM
HUD
FB
Johnson & Hawk, Next Level Sales Coaching © Wiley 2020

26. Survey – Next Steps for You
1. Implement a formal sales process for managers to
coach to.
2. Find out if your managers have a consistent cadence
of coaching activities.
3. Train managers how to coach.
4. Guide managers to implement a coaching cadence.
5. Deploy tools for capturing performance feedback and
correlating it with performance.
6. Implement a process to coach the coaches.
7. Other.
B2b
Trainers