Learn a coaching technique that can help improve your reps skills.

1. DON'T SHOOT
THE BALL,
COACH THE
PLAYER
1 MISTAKE YOU NEED TO AVOID WHEN
COACHING REPS & HOW TO FIX IT

2. Every day around the world, salespeople bring
approximately 650 problems to their managers.
&#$*!
%$#+
&#$*!
&^(#@
$+)@!
@*&%

3. and approximately 99%
of those problems can be
resolved without input
from their manager.
But it's not the
salesperson's fault.

4. You need to stop going
into fix it mode when reps
bring you problems.

5. This is what fix it mode
sounds like:

6. "We need to chat.
Remember that deal with
ACME that I said was going
to close this quarter? Well
now the customer is asking
for an additional 10% off.
What should I do?”
“What? We need that
revenue booked in Q2.
Call the customer and
add the extended
services contract. I’ll call
the CEO and see what I
can do as well.”
Salesperson
Sales Leader

7. But does a "fix it mode" exchange:
Help the salesperson improve
their skills?
Help you know why the rep is in
this position?

8. No & No

9. Here’s a coaching technique you can use
to develop salespeople rather than
solving problems for them . . .

10. "We need to chat.
Remember that deal with
ACME that I said was going
to close this quarter? Well
now the customer is asking
for an additional 10% off.
What should I do?”
How'd you get here? Walk me through the timeline starting with the first call.
Why do you think they're asking for a discount now? What else?
What question might you ask to help you understand why they're asking?
What could you offer to reduce the fee?
What "little extra" could you offer in exchange for not discounting?
OK, let's role play this. I'm the prospect. "I want a discount."
Coach the player

11. Coaching the player allows the
salesperson to . . .
Be the hero
Own the solution (making them
more likely to act on it).
Develop their skills

12. Sales DNA serves VP's of Sales who want to enable their sales development
team to set more meetings without being manipulative, salesy or gross.
Do you have an inside sales team that's setting meetings but not enough
qualified meetings?
Struggling to keep SDRs motivated?
Are your inside sales reps hearing no from far too many prospects?
Would you like to work with someone who has been exactly where you are
AND where you want to be?
Email me: josh@salesdna.co or call me - 954-695-0844