Overview

What are your sales representatives’ goals? Some include closing deals, hitting quotas, and generating revenue, which seems straightforward enough, but the path to reaching those goals isn’t as clear. A combination of content, training, and ongoing sales coaching is needed to drive reps’ success. As a crucial part of sales enablement, coaching must be done the right way in order to have the greatest impact. In continuation of our Sales Enablement Defined series, we dive into what sales coaching is, and how to do it properly for the benefit of your sales organization. Sales coaching is a formal process that involves ongoing, individualized teaching on the part of sales managers to improve rep performance. Rather than a manager telling their team what to do, sales coaching includes: Guiding sellers to discover how to achieve their objectives Correcting behaviors that don’t have an impact Reinforcing behaviors that lead to success Developing the skills of your sales team, not just boosting numbers