A very simple self assessment
involves asking yourself
Would I want to be coached
Other Questions to Consider:
Do your team members ask you to coach them on sales calls?
Do you have a coaching focus so the salesperson does not feel
‘beat up’ at the end of the call?
Do you use selling "mistakes" as learning experiences, or are
Do you practice examples of the coaching focus before the
Do you follow up with the salesperson on skills that they are
While the assessments described above measure
coaching related behaviors
Determining your effectiveness as a coach shows in
how well your sales team’s skills improve as a result
of your coaching
This means you have
specific behaviors that you
target and track for
One of your sales professionals performs
well until it comes to closing the sale
You observe that when your sales rep
gets resistance after asking for the close,
she wraps up the sales call rather than probing
to uncover the objection, and
ultimately loses the sale.
In this scenario
‘probing to uncover the objection’
is the behavior that you want to
coach and track.
Practice the skill before the sales call, observe
during the call, and give feedback after the call.
Next sales call, the sales rep performs better,
and by the fifth sales call, she is probing and
uncovering objections without your guidance.
Becoming a great sales coach takes hard work
Start by assessing your
effectiveness and use this
as a basis for improvement
Sales Coaching can drive
revenues up by 20% or more.
Help your Managers become
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