Sales Mgmt LL Flashcards
What is your goal as a sales coach?
To create improvements on your team that stick when you are not there.
What 3 qualities do all top notch sales coaches have in common?
(1) Prioritize intent - How are you going to help the customer? Why does it matter? (shift them from a self focus to a customer focus) → their tone and body language follows their thoughts/ intent, and the customer will pick up on it.
(2) Ask questions - The ultimate goal of coaching is for reps to think on their own. So instead of telling them what to do, help them figure it out for themselves. “What would happen if you did this? What was the impact on the customers when you did that?” → instead of thinking, my boss wants me to do this, they are thinking about the impact of their actions and reaching their own conclusions. The conclusions we reach on our own are much longer lasting.
(3) Patience - It is a marathon. One coaching session won’t transform an average performer into a top performer, but if you can elevate their intent and get them to reach their own conclusions, you can improve performance dramatically.
What is a funny meme that reinforces the importance of coaching?
CFO asks VP of Sales, “what if we invest in training and our salespeople leave?” and VP of sales said, “what if we don’t invest in them and they stay?” yes, investing in coaching and personal development is a risk but it is worth taking.
What’s a good analogy that explains why sales leaders can’t do the work for their reps?
Think of a sports game, there’s never a moment where the coach pushes the players aside and finishes the game. If they did that, the athlete would never be able to perform alone.
