Too often sales organizations develop strategies and solutions for the customer that repeat the same old practices and lack new ideas. Sales leaders coach their front line to do what’s been done, leaving them vulnerable to the competition. So how can sales leaders coach their teams to think differently?
Here are some questions we will explore. Come prepared to share your stories and questions with your peers.
1. What emphasis does your company’s place on sales coaching?
2. How effective you do you think sales coaching usually is? What do you think would make it more effective?
3. What are some examples of poor coaching that you have observed or experienced? Why did you conclude it was poor?
4. Any examples of a successful sales coaching that you have seen or experienced? What made the coaching successful? What was done differently?
5. Are sales managers in your organization offered training in effective coaching techniques? If so, what does that training include?
6. What type of follow-up is included in successful sales coaching? How do you prevent sales reps from returning to old habits?
7. When do you know you have successfully coached a rep to his/her peak performance? How do you measure success?
8. Can you provide additional examples of creative and innovative sales coaching techniques other than those mentioned in the SMEI webinar held on September 9?