Sales Coaching Fundamentals

Name: Sales Coaching Fundamentals
Author: Kersten Kelly Brunner

Learn how to effectively coach your sales team

Preview the first lesson free — get full access to all 6 lessons.

Course: On-Demand

Before you begin an active coaching role, you'll need to understand how to do it well. Let's go over the core principles to follow to engage your salespeople in a productive way, while positively impacting the bottom line. To get started, you'll need to identify who to coach. When determining this, think about those on your team that may need more help than others. Employees who aren't engaged or performing well are likely candidates. For example, have you noticed anyone struggling in certain areas of the sales cycle? Is there someone who doesn't handle feedback well or makes a lot of mistakes during role play? Or do they follow the process well, but somehow continuously miss the mark when it comes to their sales? If so, this presents the perfect opportunity for coaching. Your focus should be helping these team members improve in order to positively impact sales numbers, customer service and communications. Even if you have extensive experience and knowledge when it comes to sales, your coaching needs to be well-received. You can't force coaching on someone who is reluctant to change. In this situation, you may need to explore alternatives to achieve your objectives. In other cases, struggling salespeople can be more receptive to guidance because they want to grow in their role. They'll listen, ask questions and work with you to engage in the process together. You'll notice these team members are more likely to participate actively in team meetings and seek out new sales opportunities and are eager to join projects. Once you have good candidates for sales coaching, you'll need to consider when to begin the process. If you try to coach someone right after a rough sales meeting, their chances of retaining the information are lower. Give that person time to digest the meeting and schedule a follow-up discussion for later in the day or week. Let them know what your intent is for the meeting so that they can be prepared for the discussion. Coaching opportunities don't always stem from customer meetings, so knowing when to coach someone is critical. As you've learned, coaching relies on input from the sales person. This can be difficult for those new to the sales field or your organization due to lack of insight or experience. Give them some time to mature in their role before deciding when to engage the coaching process.

Intermediate Provider : Kersten Kelly Brunner 6 Lessons · 13m in Arabic, German, English, Spanish, French, Portuguese, Chinese

Course Description

Could some members of your team benefit from sales coaching, but you’re unsure of how to do it? In the sales business, it’s crucial to have a team with strong sales abilities, but sometimes your salespeople will need assistance getting or staying on track. By using sales performance data and tailoring your coaching style, you can determine who could benefit from coaching and also know which is the best coaching structure to use to help them. Once you’ve coached your team, establishing accountability will keep them on the path to success.

Our Sales Coaching Fundamentals course guides you in the coaching process. You’ll be able to identify whom to coach, as well as how to customize your coaching so employees can get the specific help they need. You’ll also be introduced to three coaching structures and find out how to create a blended approach using all of them. This course will explain integrating customer feedback into the coaching process, and how to hold your team accountable and nurture them toward their goals.

What You'll Learn

Identify which salespeople to coach and when, using sales performance data
Customize and tailor your coaching style for individual employees
Define your coaching structure and create a blended approach using three coaching structures
Address performance and quotas as part of the coaching process
Integrate customer engagement and feedback into your coaching
Establish accountability and nurture your team toward their goals

Key Takeaways

Using sales performance data helps determine who could benefit from coaching and which coaching structure best suits them.
Tailoring your coaching style lets employees get the specific help they need.
The course introduces three coaching structures and shows how to create a blended approach that uses all of them.
Integrating customer feedback into the coaching process supports employee development.
Establishing accountability keeps coached team members on the path to success.

Frequently Asked Questions

Who is this course for?

It is for those who manage salespeople and are unsure how to coach team members who need assistance getting or staying on track.

What does the Sales Coaching Fundamentals course cover?

It guides you through the coaching process: identifying whom to coach, customizing your coaching, using three coaching structures and blending them, integrating customer feedback, and holding your team accountable while nurturing them toward their goals.

How will I learn to decide who needs coaching?

The course explains using sales performance data to determine who could benefit from coaching and which coaching structure is best to help them.

What coaching structures does the course teach?

It introduces three coaching structures and shows how to create a blended approach using all of them.

What topics do the lessons include?

Lessons cover knowing which salespeople to coach and when, tailoring your coaching style, creating a coaching structure, addressing performance and quotas, integrating customer engagement and feedback, and establishing accountability and nurturing success.