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Training + Coaching = Greater Sales Productivity 11/16/2016

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This is a webinar I delivered for Training Magazine Network and SMM Connect (Sales & Marketing Management Magazine). You can access the recording here: http://bit.ly/TrainCoachProductivity

Published in: Sales

Training + Coaching = Greater Sales Productivity 11/16/2016

  1. 1. Training Plus Coaching Equals Greater Sales Productivity Training Plus Coaching Equals Greater Sales Productivity Mike Kunkle Sr. Director, Sales Readiness Consulting Brainshark Sales Analytics + Sales Talent Development = Sales Growth
  2. 2. Training Plus Coaching Equals Greater Sales Productivity Your Presenter Mike Kunkle Sr. Director, Sales Readiness Consulting Brainshark Follow Mike & His Content Brainshark Blog https://www.brainshark.com/ideas-blog/all/5476 Personal Blog http://www.transformingsalesresults.com LinkedIn Profile http://www.linkedin.com/in/mikekunkle LinkedIn Publisher http://bit.ly/MikeKunklePublisher Twitter https://twitter.com/mike_kunkle SlideShare http://www.slideshare.net/MikeKunkle Google+ https://plus.google.com/+MikeKunkle
  3. 3. Training Plus Coaching Equals Greater Sales Productivity Our Plan for Today Improve Sales Productivity & Growth through… • Sales Analytics - Where to focus your Training + Coaching efforts • Sales Talent Development - Diagnosing root causes - How to Train + Coach Connect the Dots
  4. 4. Training Plus Coaching Equals Greater Sales Productivity Sales Analytics How to Determine:  Where to Focus  What to Coach
  5. 5. Training Plus Coaching Equals Greater Sales Productivity Determining What to Coach The ROAM Method • Results (outcomes) • Objectives (goals) • Activities (what & how much) - What are they doing? - How much are they doing it? • Methods (quality) - How well are they doing the activities? :: mike kunkle :: :: transforming sales results ::
  6. 6. Training Plus Coaching Equals Greater Sales Productivity Determining What to Coach Activity • What/How Much - Lead indicators - Lag indicators Dials Appointments Connects Contacts Conversations Appointment Funnel % % % %
  7. 7. Training Plus Coaching Equals Greater Sales Productivity Determining What to Coach Sales Process Map Sales Methodology Buying Process • There are lead and lag indicators throughout • There are exit criteria for each process stage • The quality of methodology determines forward movement • There are conversion ratios for each stage presentqualify develop closevalidateresearchSales Process Example of process map from http://www.salesbenchmarkindex.com % % % % % Activity • What/How Much - Lead indicators - Lag indicators
  8. 8. Training Plus Coaching Equals Greater Sales Productivity Determining What to Coach: Example Sales Process: Stages / Conversion
  9. 9. Training Plus Coaching Equals Greater Sales Productivity Determining What to Coach: Example Sales Process: Stages / Conversion Find the biggest opportunities for growth
  10. 10. Training Plus Coaching Equals Greater Sales Productivity Determining What to Coach: Example Sales Process: Stages / Conversion
  11. 11. Training Plus Coaching Equals Greater Sales Productivity Determining What to Coach: Example Rep 2
  12. 12. Training Plus Coaching Equals Greater Sales Productivity Determining What to Coach: Example Sales Process: Stages / Conversion
  13. 13. Training Plus Coaching Equals Greater Sales Productivity Determining What to Coach: Example Rep 1
  14. 14. Training Plus Coaching Equals Greater Sales Productivity Sales Talent How to Train + Coach Effectively:  Diagnosing Root Causes  How to Train + Coach
  15. 15. Training Plus Coaching Equals Greater Sales Productivity Sales Talent Development (Train + Coach) Sales Productivity through People • Issues: Diagnosing root causes • Solutions: Matching the right solution to the issue - Train - Coach - Counsel - Manage consequences - Change something • Execution & Follow-up: Implementing solutions & getting results.
  16. 16. Training Plus Coaching Equals Greater Sales Productivity Sales Talent Development * Adapted from Ferdinand F. Fournies The 16 reasons why employees don’t do what they are supposed to do * Condition Reasons Solutions don’t know something what to do training coaching why to do it how to do it incorrect thinking their way is better coaching counseling your way won’t work something else is more important they are doing it (lack of feedback) misaligned consequences a negative consequence for doing it manage consequences no negative consequence for not doing it a positive consequence for not doing it no positive consequence for doing it constraints obstacles beyond their control counsel change transfer terminate personal limits (incapacity) fear (anticipating failure) personal problems no one could do it
  17. 17. Training Plus Coaching Equals Greater Sales Productivity Sales Talent Development Condition Reasons Solutions don’t know something what to do training coaching why to do it how to do it incorrect thinking their way is better coaching counseling your way won’t work something else is more important they are doing it (lack of feedback) misaligned consequences a negative consequence for doing it manage consequences no negative consequence for not doing it a positive consequence for not doing it no positive consequence for doing it constraints obstacles beyond their control counsel change transfer terminate personal limits (incapacity) fear (anticipating failure) personal problems no one could do it * Adapted from Ferdinand F. Fournies The 16 reasons why employees don’t do what they are supposed to do * Sales Mindset & Methodology Check out: “The Only Sales Guide You’ll Ever Need” by Anthony Iannarino www.theonlysalesguide.com
  18. 18. Training Plus Coaching Equals Greater Sales Productivity Organization Approach: Effective Learning System Ensuring Success • Use the right content/sales methodology • Design great learning • Engage managers • Sustain knowledge/transfer skills • Coach to mastery • Measure for success • Manage performance • Lead & manage change :: mike kunkle :: :: transforming sales results :: Content Integration Alignment Change Managers Transfer Perf. Mgt. Measures Coaching Design http://www.mikekunkle.com/2014/07/30/stop-wasting-money-on-sales-training/
  19. 19. Training Plus Coaching Equals Greater Sales Productivity Shifting to a Frontline Sales Manager Focus (80/20 rule) 1. Sales Training • Teach content that get results - Ensure your content will get results and design your training effectively. - Assess to ensure the content was learned. 2. Knowledge Sustainment • Assess retention over time - Test to increase retention - Consider a system like Qstream - Use analytics to know where to train/coach 3. Skills Transfer • Validate the rep can use the skills - Use role play and virtual coaching: Prove reps can do it, in a safe, simulated setting - Help them apply with buyers / customers 4. Coaching to Mastery • Role play and coach frequently - Continue with role play and video coaching - Use field visits and phone observation - Use an effective coaching model
  20. 20. Training Plus Coaching Equals Greater Sales Productivity A simple method that works The magic is in the execution • I tell them  They tell me • I show them  They show me (roleplay) • I do & they observe  They do & I observe • We review (coach) their performance together :: mike kunkle :: :: transforming sales results :: Field Sales Training + Coaching
  21. 21. Training Plus Coaching Equals Greater Sales Productivity A simple method that works The magic is in the execution • I tell them  They tell me • I show them  They show me (roleplay) • I do & they observe  They do & I observe • We review (coach) their performance together :: mike kunkle :: :: transforming sales results :: Coaching Training Field Sales Training + Coaching
  22. 22. Training Plus Coaching Equals Greater Sales Productivity Field Sales Training + Coaching (Check-ins) Extending the Review phase with Check-ins • I tell them  They tell me • I show them  They show me (roleplay) • I do & they observe  They do & I observe • We Review (coach) performance together Review Check-in Check-in Check-in :: mike kunkle :: :: transforming sales results ::
  23. 23. Training Plus Coaching Equals Greater Sales Productivity Extending the Review Phase with Check-ins Who Coach & sales rep What • Phone call, virtual meeting, or face-to-face meeting • Review of Results, Objectives, Activities, and Methods • Set performance goals, develop solutions, create an action plan Why Even the best players need a good coach to improve How  Review Results/Objectives  Review Activities  Discuss Methods  Set Performance Goal  Explore Possible Solutions  Select the Best Solutions  Create an Action Plan Field Sales Training + Coaching (Check-ins) :: mike kunkle :: :: transforming sales results ::
  24. 24. Training Plus Coaching Equals Greater Sales Productivity Field Sales Training + Coaching :: mike kunkle :: :: transforming sales results :: Once the basic Training and Coaching are done, you can evolve Coaching to: This is where full developmental sales coaching kicks in.
  25. 25. Training Plus Coaching Equals Greater Sales Productivity Diagnose | Plan | Do | Review • Diagnose: Assess the situation for improvement possibilities - Continue to use ROAM (Results, Objectives, Activities, Methods) - Through reports/results, identify “what is” (Point A) - Compare to Objectives and through questions and discussion, jointly determine “what should be” (Point B) • Understanding check: Rep summarizes to ensure mutual understanding Ongoing Sales Coaching
  26. 26. Training Plus Coaching Equals Greater Sales Productivity Diagnose | Plan | Do | Review • Plan: Agree on the plan to close the gap between Point A and Point B - Lead by questions to engage, foster involvement and gain commitment - Discuss options, gain consensus on which to try, and create an action plan - You are the guide or Sherpa – your rep must be engaged, thinking & participating • Understanding check: Rep summarizes to ensure mutual understanding Ongoing Sales Coaching
  27. 27. Training Plus Coaching Equals Greater Sales Productivity Diagnose | Plan | Do | Review • Do: Execute the plan - Give the rep room to try their plan and make mistakes and/or succeed - Keep the door open for the to reach out for help before you meet again - Observe or conduct field coaching as requested or necessary, to assist • Understanding check: Rep executes and managers observes or rep reports progress Ongoing Sales Coaching
  28. 28. Training Plus Coaching Equals Greater Sales Productivity Diagnose | Plan | Do | Review • Review: Meet specifically to review plan outcomes/results - Listen to details, ask questions, gather information, understand what happened - Determine whether to cycle again through DPDR or consider other alternatives - Use the previous Review/Check-in model • Understanding check: Rep summarizes to ensure mutual understanding Ongoing Sales Coaching
  29. 29. Training Plus Coaching Equals Greater Sales Productivity Review: Connecting the Dots Analytics Training Coaching16 Reasons :: mike kunkle :: :: transforming sales results :: Check-in Reviews
  30. 30. Training Plus Coaching Equals Greater Sales Productivity 11 Keys to Effective Sales Coaching With tips and advice on topics such as: • How to develop a comprehensive coaching plan • The difference between coaching and training (and why you need both) • Ways to make your current coaching program more effective Special eBook Offer Download: http://bit.ly/BNSK-11KeysEffectiveCoaching
  31. 31. Training Plus Coaching Equals Greater Sales Productivity Appendix Training Plus Coaching Equals Greater Sales Productivity
  32. 32. Training Plus Coaching Equals Greater Sales Productivity Appendix: Resources Reading and resources for sales training from Mike • http://www.mikekunkle.com/2014/07/30/stop-wasting-money-on-sales-training/ • http://www.mikekunkle.com/2016/08/24/how-sales-training-sales-managers-can-partner-to-drive-results/ • http://thesalesblog.com/blog/2014/03/24/training-and-coaching-is-not-expensive/ • https://www.linkedin.com/pulse/20141006015758-834966-sales-onboarding-twice-as-good-half-the-time Reading and resources for sales coaching from Mike • http://www.mikekunkle.com/2014/08/12/simple-sales-coaching-practices-that-get-results/ • http://www.mikekunkle.com/2015/02/07/for-better-sales-coaching-results-ram-your-reps/ • https://www.linkedin.com/pulse/20141020050435-834966-simple-methods-to-improve-sales-rep-performance • http://www.mikekunkle.com/2013/03/31/improve-your-sales-coaching-with-two-simple-steps-part-1/ • http://www.mikekunkle.com/2013/04/02/improve-your-sales-coaching-with-two-simple-steps-part-2/ • http://www.mikekunkle.com/2013/04/03/improve-your-sales-coaching-with-two-simple-steps-part-3/
  33. 33. Training Plus Coaching Equals Greater Sales Productivity Appendix: Resources Reading and resources for sales coaching – from others • http://blogs.richardson.com/2012/12/12/evaluative-vs-developmental-feedback-why-sales-leaders-must-understand-the-difference/ • http://newsalescoach.com/2013/12/sales-manager-why-dont-you-formally-meet-11-monthly-with-every-salesperson/ • http://salestrainingconnection.com/2014/06/18/training-sales-managers-to-coach-the-good-the-bad-and-the-ugly/ • http://salestrainingconnection.com/2014/09/22/sales-coaching-what-are-you-doing-for-your-top-sales-people/ • http://processspecialist.com/increasesales/sales-training/reason-sales-training-coaching-programs-fail/ • http://thesalesblog.com/blog/2012/02/02/the-differences-in-sales-coaching-and-sales-training/ • http://thesalesblog.com/blog/2012/02/03/the-differences-in-managing-and-sales-coaching/ • https://www.linkedin.com/pulse/article/20141020145914-167224-you-need-a-sales-coach/ • http://www.forbes.com/sites/scottedinger/2013/06/25/how-great-sales-leaders-coach/ • http://www.cmoe.com/blog/where-should-i-focus-my-sales-coaching-efforts.htm/ • http://jackmalcolm.com/blog/2011/04/sales-coaching-make-them-work-for-it/ • http://thesalesblog.com/blog/2014/02/21/non-directional-coaching-isnt-soft/ • http://jackmalcolm.com/blog/2011/06/coaching-salespersons-mindset/ • https://www.astd.org/Publications/TD-at-Work/2008/Sales-Coaching • http://partnersinexcellenceblog.com/?s=coaching
  34. 34. Training Plus Coaching Equals Greater Sales Productivity Brainshark Solutions: www.brainshark.com/solutions Contact Brainshark: www.brainshark.com/contact-sales For more information…

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