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Masterclass - April 28, 2021
world class coaching, for a world class sales team
Does your sales team have separate sales narratives or misaligned assets? Do you really know if your value props are getting through in their sales calls? Does your handover process break down due to inconsistent data? Is your onboarding process missing key lessons, or falling apart in the long term? Better coaching is at the heart of all of these problems. Many new managers can be good managers, but they don’t have the tools and tactics they need to be great ones.
We were joined by Lauren Wright, VP of Sales for Demodesk and Caroline Bray, Director, GTM Enablement at Iterable and learned how to manage these challenges.
Topics
Creating systematic processes for alignment and functionality
Developing visibility in your sales process
How to make data collection consistent for a better handoff process
Key takeaways
Establish a coaching culture: start with people and create a process within where everyone wants to be coached, and there's an openness and willingness within your org to coach and be coached
Make it easy for your employees to be successful: have your sales process established and documented, then the right systems in place so you can coach new team members better
Alignment: create a common language of implementing and talking about your sales process across the team, so managers have a really clear framework for where your team is, and where it needs to go - anyone who's thinking and asking about opportunities, needs to be doing so with a common language
Consistency is key! Have a consistent system and cadence in place for deal reviews, sales process, and in how you present information. Deal reviews can be a one-to-many coaching opportunity
Coaching through milestones: develop consistency in training and coaching through recertification milestones and make these exercises trackable and quick. For new folks: create milestones out of what new members should be able to do within a certain timeframe