<img src="https://ws.zoominfo.com/pixel/BMrLoP7RP9iWFy47ETpn" width="1" height="1" style="display: none;">

3 Steps to Successful Sales Coaching Outcomes

Authored by Jim Eberlin on June 6, 2015

Step 1: Coaching on Sales Techniques & Process

 It’s one thing to provide good coaching advice but another to ensure the successful execution of your coaching adviceand to measure whether its working.  So, if you end up not hitting your sales number,was it because your sales reps were not executing on your coaching?  Or, was it that your coaching advice wasn't working?  The following 3 sales coaching steps are derived from my personal experience and from several professionals I've worked with.  These steps teach what to coach, how to make sure sales reps are executing what you coach them on and how to measure if your advice and guidance works.

Step 2: Executing the Coaching

Step 3: Is The Coaching Working?

Step 1: Coaching on Sales Techniques & Process

Coaching guidance on proper technique and incorporating that into your sales process is a big topic. Coaching for successful sales requires knowledge of how to run meetings with different buyer personas, what activity occurs within each sales stage, and what kind of habits a sales rep should have for their daily, weekly and monthly routine.  So, here's a few tips on who should coach, what to coach on and how to incorporate the subject matter into the sales process:

  • The sales coach should be an experienced sales pro that’s spending time in the field selling the same products as the reps they are coaching. The usual situation is a sales VP or manager that is doing ride alongs (or calls) with the sales reps in order to have an authentic selling experience. If you don’t have domain experience and knowledge of selling the specific product to the specific roles - don’t coach.
  • Sales professionals with authentic market and product experience can coach on making sure the right questions, content, and decision plans are being worked properly for each opportunity.
  • Have a discussion with the rep on why frequent updates to the CRM have to happen and how the company relies on this information.  Discuss ideas to simplify CRM updates to reduce admin time.  Apply automation where possible to further simplify.  Accurate and up to date information for Tasks, Next Steps and Next Meeting dates are good for overall data hygiene and for data-driven analysis.  Coaching for good pipeline data hygiene will improve the habits and performance of the sales team.
  • The Sales Process has to be well defined. Make sure the sales rep understands the definition of each sales stage and the activity to advance an opportunity.  Get ideas on how to improve the sales process - but make sure everyone is consistent and fully aware.

There’s no one size fits all on what is included in coaching so it is so important that the coach fully understand the products, the market and roles that are in the sales process in order to be effective in coaching.  So sales managers, get out there and sell along-side the reps and experience what they’re experiencing.  That will make you a better coach.

Subscribe to our newsletter!

Leverage these best practices with automation and AI driven by TopOPPS

Learn how our customers are winning with artificial intelligence in their CRM:

  • Predictive Sales Forecasting
  • Automated Pipeline Management
  • Significantly More Updates from Reps

Watch Videos

More Recent Posts:

June 29, 2020

Best Practices for B2B Sales-Pipeline Monitoring & Closing Deals

This blog provides more details into the final two of the six tactical best practices outlined in the blog “Best Practices for B2B Sales - Sales Pipeline”.  It focuses on: Monitor the sales pipeline from different perspectives depending on the users role (sales rep, sales management, sales opperations, sales leadership) Focus on closing the best leads, nurturing the new leads and “close loss” opportunities as soon as possible Monitor the pipeline from different perspectives  The sales pipeline is the beating heart of the sales process and the revenue engine. ...

Sales Pipeline Management, AI for Sales, sales best practices, Sales Pipeline Visibility

June 17, 2020

Best Practices for B2B Sales - Proactive Follow Up & Content Delivery

This blog provides more details into the next two of the six tactical best practices outlined in the blog “Best Practices for B2B Sales - Sales Pipeline”.  It focuses on: Proactive follow up on opportunities in the sales pipeline Proactive delivery of the right sales content and insights to members of the buying team and guidance to the sales team It may feel like these two best practices could be consolidated into one called proactive selling. Both could be handled via alerting and prompting solutions or optimized with a process we call “Alerts Requiring Action”.    However, there are subtle differences between the two that make a big impact on sales.  ...

AI for Sales, Guided Selling, guide winning behaviors, sales best practices, Sales Pipeline Visibility

May 15, 2020

Best Practices For B2B Sales-Sales Pipeline Data & Process Improvement

This blog reviews best practices related to two of the six tactical best practices outlined in the previous blog “Best Practices for B2B Sales - Sales Pipeline”.  It focuses on: The ability to easily update the sales pipeline on a regular basis Sales process review and improvement An accurate sales forecast requires an accurate, timely and always up-to-data sales pipeline.  This data includes up-to-date: sales activity and buyer/seller interactions; buying team members and roles; opportunity descriptors and attributes; and company descriptors and attributes, in the CRM.  It also includes integrated reporting from the CRM to produce the sales pipeline, porting CRM information to Excel is not an option. ...

Pipeline Optimization, Sales Pipeline Management, AI for Sales, sales best practices

April 28, 2020

Best Practices for B2B Sales - Sales Pipeline

In my original blog in this series “Best Practices for B-2-B Sales,  I outlined five categories of best practices: The previous five blogs in this series, reviewed the best practices related to data.  The next three categories, Sales Process, Opportunity Management and Pipeline Analytics all are driven off of the sales pipeline. This blog introduces 6 different best practices related to the sales pipeline.  These best practices cut across all  three areas. ...

Sales Pipelines, Sales Process, Sales Tools, sales best practices, Sales Pipeline Visibility

April 14, 2020

Avoiding A Horrific June Sales Quarter: Sales Pipeline in Crisis

Our current economic climate feels all too similar to the great recession of 2008.  We knew the story back then, “Work harder and sell less.” That is all we could do, we didn’t have the technology to help mitigate the impact of the great recession by better sales pipeline visibility and better cost control by understanding what is “real” in our sales pipeline. This time around we will have to work just as hard, but if we work smarter with the help of technology we could even the playing field and even sell a bit more. ...

Sales Pipeline Management, AI for Sales, Sales Pipeline Visibility

March 28, 2020

New Times, New Ways to Run the Sales Team!

Jim Eberlin is founder of TopOPPS.  Jim posted this blog on Linkedin.  It was just a few weeks ago that I was preaching that in order to stay on top of things to give my team and customers what they needed, solve problems and make sure things don't fall through the cracks - I had to be in person.  Obviously that has changed - like it or not. ...

Sales Pipeline Management, sales best practices, Sales coaching, Sales One-On-Ones

March 23, 2020

Tactical Best Practices for B2B Sales-Company Attributes

This blog reviews the tactical best practices for collecting information about accounts [companies] where you have sales opportunities or are targeting for a sales opportunity.     This blog is the fifth blog in the series “Best Practices for B2B Sales”.  The first blog organized the best practices along five key areas. The second blog divided up the first area, data access, into four key areas.  This blog focuses on the last area of data access and collection. ...

Artificial Intelligence, AI for Sales, best practices

March 9, 2020

Best Practices for B2B Sales-Opportunity Attributes & Buyer Team Tracking

This blog reviews the tactical best practices for collecting information about a sales opportunity [opportunity attributes] and information about buying team members and roles.  Much of the information about the sales opportunity is not available electronically. The objective is to make it as easy as possible for the sales rep to enter it and provide benefit to the sales rep by presenting it in an intuitive manner to keep both sales reps and sales management up to date on the opportunity. ...

Artificial Intelligence, AI for Sales, best practices