Nailing The Art of Sales: Coaching Reps To Success With Emotional Intelligence

Nailing The Art of Sales: Coaching Reps To Success With Emotional Intelligence

Sales Mastery = nailing both the art and the science of selling. The accessibility of data today makes the science of the sell is much more black and white - your reps need to make X number of calls to achieve X dollars in sales. Nailing the art of the sale takes much more practice (and rejection) to master, but is one of the most effective levers that sales leaders often overlook or don't know how to coach for. Your reps can improve their sales by active listening to ask the right questions. But how do you coach them for this level of emotional intelligence? We sat down with Andrew Morton (VP of Sales @ UserVoice) and David Youngblood (Senior Sales and Partner Manager @ Outplay) to discuss what you can do today to increase rep productivity and success with effective coaching, with Sean Cardenas of Atrium to moderate our conversation.

What You’ll learn

  • The art and the science of selling - the difference and importance of both

  • What does effective coaching look like and how is success measured?

  • How to personalize your coaching approach - it's not a one size fits all!

  • Tips to improve the emotional intelligence of your sales reps for successful sales calls

Key Takeaways

  • What are we really saying when we say emotional intelligence? We ultimately want to communicate and connect better. We’ve created automation, but we need genuine personalization. We can appreciate the scale of automation while balancing emotional needs for success and impact. 

  • How do you measure effective coaching? You have to first figure out what effective looks like to you.  Understand that, then apply it and tailor it for different use cases. 

  • Remember that your prospects, your teams, and your customers aren’t chess pieces - they’re people. Effective coaching isn’t just the KPIs of a teammate or peer, it’s considering what works for them as a person too. The art and the science. 

  • The challenge of scaling coaching: it's hard to do a one size fits all approach. You have to have the capacity and willingness (part of emotional intelligence), and know how to apply that for a genuine connection with the person you’re coaching.