What Does Effective Sales Coaching Look Like?
Although much of the world is still experiencing pandemic-related restrictions, business owners are starting to see the light at the end of the tunnel. We constantly hear the phrase “new normal” and it is something that must be adopted by businesses and sales teams who want to come out on top. By embracing the mindset that the new obstacles can be overcome, resilient companies are seeing this as a time of investment into sales strategy and sales coaching to seize the opportunity!
A downturn in the market has historically been a time we’ve seen creative business leaders forged a path to leapfrog their competition. Whether this be on large playing fields or in the small business sector, the key is the ability to propel forward swiftly. One of the key battlegrounds to achieve this kind of success is in the sales trenches. That’s why it’s a critical time to revisit what effective coaching looks like. For owners who fill these shoes, self-evaluation is key to assess their ability and willingness to invest themselves more deeply.
There are four key things that sales leaders need to do in order to effectively coach and lead their sales teams through unprecedented market conditions:
Partner with your salespeople and dig deep into market conditions and changes necessary to the sales process. By experiencing the environment firsthand and uniting with your team in the trenches, you will more quickly be able to devise alternative approaches and tools. Gaining buy-in from your sellers happens naturally through this approach because they are involved in the development process while also gaining experiential training on the fly.
Review and revise sales metrics to align with today’s selling world. Virtual selling has dramatically impacted indicators such as Sales Cycle Length, Number of Outreaches, Presentations and Quotes, etc. Break down prospecting and sales stages to isolate additive areas to monitor productivity until your salespeople have fully adapted to their new environment.
No matter the previous track record, hold all sales team members consistently accountable to the newly defined metrics. The ability to benchmark performance across multiple salespeople will expedite the solidification of new methods being introduced. It is likely you’ll find tenured salespeople more open than typical during these unprecedented times given that they are also striving to reclaim their high-performance level.
This is an ideal time to span across industries you’ve previously seen the greatest success. To do so effectively, develop a laser focused strategy by refining your sales process to accommodate varying industries. Equip your salespeople with industry specific sales playbooks to include unique sales messaging, insights into market trends and conditions, customized buyer process stage mapping, etc. Empowering your team with this level of preparation will give them confidence and clarity as they explore new areas.
If you’re an owner who holds the sales leader seat in your organization, it’s time to scrutinize options to fulfill the granular level of leadership needed right now. The unique solution of an Outsourced VP of Sales may be the answer. This resource is equipped to coach and manage your sales team while also partnering with senior leadership to formulate company pivots or directional changes. This allows the Owner to focus on big picture objectives while having peace of mind that sales implementation is being led by a professional that is familiar with “what it takes” to come out on top.
How do you determine your company’s sales objectives each year? Do you have a documented sales process that is consistently followed? What keeps you up late at night thinking about your business?
Take our FREE SALES ASSESSMENT QUIZ today to gain exposure into key questions you want to be asking yourself to stimulate new ideas.
ABOUT THE AUTHOR An elite group of licensed Sales Xceleration Advisors have pooled their knowledge and expertise to generate insights, tips, and tools to help business owners exponentially grow their revenue. We are established B2B Sales Leaders who have helped a range of businesses from start-ups to Fortune 500 companies get their business on track.
Daniel Steyn, founder of Cornerstones Business Consultants - Powered by Sales Xceleration, helps small and mid-sized businesses break through growth barriers by incorporating a proven sales organization framework.