KEY SKILLSUsed by Great Sales Coaches

The best coaches focus on a few key priorities and communicate expectations clearly to their team

They are able to observe and develop their team

without micromanaging

Communicate expectations clearly and identify the key behaviors needed to succeed

1

Managers may feel that they have communicated clear expectations...

... but the sales professional may still not understand what is expected

Identify and focus on the behaviors needed and then communicate and

manage them accordingly

Catch them doing something right2

Providing tangible, positive feedback reinforces the desired behaviors

Start with the positive and build on the behaviors you see that contribute to the results you’re looking for

Provide one-on-one feedback as close to real time as possible3

The best coaches are those who don’t wait for the formal performance review to give feedback

Let them tell you where they need to improve4

Your sales professional is likely to be aware and often extremely critical of their own performance

Let the individual and team tell you where they need to improve

Spend the time exploring“What can we do to improve from here?”

Prioritize one or two things to work on at a time5

Creating a long list of behaviors to improve can be difficult to track and overwhelming

Review the expectations set and the behaviors identified that will produce the desired results

The performance gap may be due to one or two things that if improved would have the biggest impact

Make getting feedback accepted and appreciated6

The best coaches and the most successful teams are the ones who create a highly collaborative

sales coaching environment

Where feedback is given as a supportive dialogue into how to improve sales performance.

Sales Coaching can drive revenues up by 20% or more. Help your Managers become great coaches.

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By Ray Makela

@RayAMakela