The Bare Minimum Sales Coaching

Coaching doesn't need to be complex, but it must be consistent. Here is the bare minimum you need to be doing...

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If you prefer to read - here is the transcript:

There are hundreds of studies out there that show one simple truth. Sellers who are coached perform better than sellers who are left to their own devices. There really is no such thing as a lone wolf in selling.

You've got a team of top performers. Coach them because top performers will do even better. You've got a team of mid-ranking performers, coach them so that they can be better. You've got a team of poor performers, coach and train them so that you can get them to be mid performers.

Coaching isn't always also about correcting weakness. Sometimes it's about showing people what they're doing really good and encouraging them to do more of that so that they can excel in the areas where they're successful.

As a sales manager and as a seller, I think you need to insist on a few different types of coaching. Coaching can come in the form of a sales team meeting, where everybody gets together and shares ideas on how to move deals forward, share successes on what was a win, and also share losses on where you fell flat. One on one coaching where you might review a pipeline or do deep deal analysis. And of course, ride along coaching where you and your manager or you and a coach sit in the car together and dissect what happened during a sales call or sit at a desk if you're making those sales calls, virtually or on video. But those are the three types of coaching that need to be completed for all sales reps.

And the magic number is three hours. The studies all show that three hours of coaching per rep, per month in those three categories will drive an over 100%, And if you want your sales reps to achieve over target this year, then you need to be coaching them at least three hours a month.