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When to Sales Coach for Better Results

Learn how to determine when sales coaching is the appropriate management action to improve skills.

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When to Sales Coach for Better Results

  1. 1. Sales Coaching WHEN IS MOST EFFECTIVE
  2. 2. Mastering Sales Coaching will help maximize the performance and effectiveness of your sales team
  3. 3. To identify skills and behaviors best addressed by coaching, assess the skills of your salespeople
  4. 4. Think about this from both a proficiency and a motivation standpoint
  5. 5. Lack of proficiency means the salesperson doesn't know how, not that they aren't motivated
  6. 6. The Development Matrix MOTIVATION PROFICIENCY DIRECTING TRAINING EMPOWERING PERFORMANCE COUNSELING COACHING
  7. 7. EMPOWERING1
  8. 8. MOTIVATION PROFICIENCY DIRECTING TRAINING EMPOWERING PERFORMANCE COUNSELING COACHING When the salesperson rates extremely high in proficiency and motivation
  9. 9. Shift more responsibility to the salesperson, which will teach them to problem solve
  10. 10. TRAINING2
  11. 11. MOTIVATION PROFICIENCY DIRECTING TRAINING EMPOWERING PERFORMANCE COUNSELING COACHING When the salesperson is not proficient in many skills, but is highly motivated
  12. 12. Structured group training is the most effective management action to improve skills
  13. 13. DIRECTING3
  14. 14. MOTIVATION PROFICIENCY DIRECTING TRAINING EMPOWERING PERFORMANCE COUNSELING COACHING When the salesperson rates low in both proficiency and motivation
  15. 15. Give specific orders or instructions on how, what, and when to accomplish a task
  16. 16. PERFORMANCE COUNSELING4
  17. 17. MOTIVATION PROFICIENCY DIRECTING TRAINING EMPOWERING PERFORMANCE COUNSELING COACHING When the salesperson demonstrates high proficiency but has low motivation
  18. 18. Investigate and intervene to address motivational or attitudinal issues
  19. 19. Consult with HR, and keep conversation focused on observable behaviors, not judgment
  20. 20. COACHING5
  21. 21. MOTIVATION PROFICIENCY DIRECTING TRAINING EMPOWERING PERFORMANCE COUNSELING COACHING When proficiency and motivation are average
  22. 22. Coaching assumes a baseline level of proficiency and is great for fine tuning skills
  23. 23. Sales Coaching can drive revenues up by 20% or more. Help your Managers become great coaches. Download White Paper COMPLIMENTARY OFFER
  24. 24. By Norman Behar @NormanBehar

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