The Sales Leaders Guide to EFFECTIVE COACHING in 6 Simple Steps. Come connect with me on LinkedIn and Twitter. https://linkedin.com/in/derekshebby https://twitter.com/derekshebby www.salesin21days.com

1. EFFECTIVE
COACHING
6
THE SALES LEADERS GUIDE TO
IN SIMPLE STEPS

2. STEP #1
CHOOSE 1 THING YOU NEED TO
COACH YOUR SALESPERSON ON...
EFFECTIVE SALES COACHING
To make your coaching session
effective choose only 1 skill at a
time to focus on. Choose the 1
that makes the most sense in
their development.

3. STEP #2
PUT THEM INTO A ROLE PLAY TO
SEE HOW THEY DO IT TODAY
EFFECTIVE SALES COACHING
Role play is your #1 tool for
coaching. That's how we practice.
When you role play the situation,
you will find out both how they
are doing it today and how they
need to improve.

4. STEP #3
SWITCH ROLES AND SHOW THEM
HOW YOU RECOMMEND DOING IT
EFFECTIVE SALES COACHING
Without being in a live situation,
you can best demonstrate how to
do the skill correctly by switching
roles and showing they how you
would respond in the same
situation.

5. STEP #4
PUT THEM BACK INTO THE ROLE
PLAY TO HAVE THEM PRACTICE
EFFECTIVE SALES COACHING
Once they have seen the right way
to do the skill, repeat the role play
and have them practice until they
sound like they are ready to do it
live with an actual customer.

6. STEP #5
OBSERVE THEM DOING THE
ACTION WITH A CUSTOMER
EFFECTIVE SALES COACHING
You must witness the action live
to see if the skill was learned.
Make sure you are with the
salesperson during likely
scenarios where this will come up.

7. STEP #6
PROVIDE FEEDBACK TO
REINFORCE THE BEHAVIOR
EFFECTIVE SALES COACHING
Follow the normal coaching model
immediately after the event to
reinforce the behavior. Ask them
how they feel it went? What did
they do well? What do they think
they could improve next time?

8. JOIN THE
COMMENTS
What skill could you coach your
salespeople on today?