Post on 03-Jul-2020
Sales Coaching WHEN
IS MOST EFFECTIVE
Mastering Sales Coaching will help maximize the performance and effectiveness of your sales team
To identify skills and behaviors best addressed by coaching, assess the skills of your salespeople
Think about this from both a proficiency and a motivation standpoint
Lack of proficiency means the salesperson doesn't know how, not that they
aren't motivated
The Development Matrix
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PROFICIENCY
DIRECTING
TRAINING EMPOWERING
PERFORMANCE COUNSELING
COACHING
EMPOWERING 1
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PROFICIENCY
DIRECTING
TRAINING EMPOWERING
PERFORMANCE COUNSELING
COACHING
When the salesperson rates extremely highin proficiency and motivation
Shift more responsibilityto the salesperson, which will teach them to problem solve
TRAINING2
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PROFICIENCY
DIRECTING
TRAINING EMPOWERING
PERFORMANCE COUNSELING
COACHING
When the salesperson is not proficient in many skills, but is highly motivated
Structured group training is the most effective management action to improve skills
DIRECTING3
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PROFICIENCY
DIRECTING
TRAINING EMPOWERING
PERFORMANCE COUNSELING
COACHING
When the salesperson rates low in bothproficiency and motivation
Give specific orders or instructions on
how, what, and when to accomplish a task
PERFORMANCE COUNSELING4
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PROFICIENCY
DIRECTING
TRAINING EMPOWERING
PERFORMANCE COUNSELING
COACHING
When the salesperson demonstrates high proficiency but has low motivation
Investigate and intervene to address motivational or attitudinal issues
Consult with HR, and keep
conversation focused on
observable behaviors,
not judgment
COACHING5
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TIV
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PROFICIENCY
DIRECTING
TRAINING EMPOWERING
PERFORMANCE COUNSELING
COACHING
When proficiency and motivation are average
Coaching assumes a baseline level of proficiency
and is great for fine tuning skills
Sales Coaching can drive revenues up by 20% or more. Help your Managers become great coaches.
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