One of the most essential qualities of effective sales coaching is collaboration. Learn four ways to create a highly collaborative coaching environment.

1. Highly Collaborative
HOW TO CREATE A
SALES COACHING ENVIRONMENT

2. One of the most essential qualities of effective coaching
is that it’s highly collaborative

3. Telling people what to
do rarely leads to
long-term behavior
change

4. Collaboration is key to changing behaviors

5. When someone feels that
they are an
active participant
in the coaching process…

6. ...that person is more
willing to make the
time commitment
necessary to change
their own behaviors

7. Steps to Create a Collaborative
Sales Coaching Environment4

8. Co-define Coaching Outcomes1

9. Co-defining the coaching outcomes is a
great way to get the salesperson's buy in

10. Start the coaching process by co-assessing
the salesperson’s sales behaviors

11. Jointly identify the
salesperson’s strengths,
and areas of improvement

12. Co-define which skills will be addressed
during the sales coaching process

13. Establish Clear Roles2

14. Establish clear roles prior
to the call so the sales
manager doesn't take
over the call

15. Joint Call - sales manager assists the sales person
make the sale
Coaching Call - the salesperson sells and the sales
manager observes
Modelling Call - Sales Manager sells and the sales
person observes
3 Types of Sales Call
That Can Be Utilized for Coaching

16. By understanding the
type of call to be utilized,
respective roles for the
call can be established

17. Ask First3

18. Asking questions before expressing your own opinion is
critical to effective coaching

19. Sales people will take more
ownership of changing their
behavior if they feel they
are discovering problems
and solutions on their own

20. Focus on Behaviors,
not Judgments4

21. When providing coaching feedback focus on behaviors

22. Observable, objective, specific acts or actions

23. A judgment is only helpful when
followed with a specific
description of behaviors

24. Coaching sales performance is most effective when it is based
on specific, behavioral and observable performance

25. Sales Coaching can drive
revenues up by 20% or more.
Help your Managers become
great coaches.
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26. By David Jacoby
@DiJacoby