Sales Team Coaching

ST Coaching notes

Be Prepared

Know your role and have a plan. Inspire confidence and hope, know your buyer role by heart.

Focus solely on them

Its all about the seller. Put aside your responsibilities and problems. Tailor the conversation to the seller’s talents and challenges. No distractions.

Make them do the work

Inspire leadership. (Smart, resourceful, talented, committed.) Encourage them to improve or practice before their next roleplay.

Silence is helpful

Silence creates space for reflection and contemplation. Staying quiet and listening is beneficial. Let the seller talk thru their questions and challenges.

Discussed what needs to be discussed.

have courage, these conversations can be uncomfortable, emotional. Ask questions to point out weaknesses. “Where can you improve?” “How could you do better?” Leave nothing unsaid.

Limit “Advice”

Weak form of coaching. “I would have approached it this way” adds nothing. Instead, encourage challenging, inquiring, confronting. Help them use their abilities to function at higher levels.

Ask them how you can be most helpful

Where can I help you the most? Figure out where they need to be challenged. Discover these thing and deliver what they need.

Get a commitment

Insight and Action. Always challenge the person being coached to commit to specific actions before the next session that will advance their skills.

Be the Buyer!

-study your role

-Dont answer/give need when they have not asked

-When confused, ask for clarification

-Make them dig for more

-Evaluate AFTER the roleplay

-If 20 mins passes, tell them to have an urgent meeting soon

Be a Good Coach! pt1

-Self evaluate with them

-stop video and ask questions (What went well, how do you thin you did?”

-During scoring, get them to think about improvements for the future.

-On the blank sheet, have them write what they discovered or experienced.

Be a Good Coach pt 2

-if disagree, circle with colored pen, write timestamp of discrepancy and a short note as to why it should be different.

-When they evaluate too high or low, ask what they could have done differently, discuss.

-Discuss changed DURING their self evaluation, your logic may sway them

-Turn in sheet to chuck.

How Coaching Grade is Determined

-Complete review of RP video and documents will be conducted to ensure accuracy.

-IF your grading is incorrect, 1/50 total points will be deducted from coaching grade.

-Keep a record of filler words

-Watch for accurate pre-commitment, features and benefits, and trial closes

Simon Sinek Ted Talk

“People don’t buy what you do they buy why yo

Great companies + people start with the “Why”. Their purpose and belief drives others who think similarly. Why→How→What

TT | MLK Example

Simon spoke about MLK. People followed him because he had beliefs, dreams about america that the massess alligned with. “I have a dream” not “I have a plan”

TT | Wright Brothers example

The Wright brothers had a real purpose, a mission driven by good intentions. “If they could succeed at this flying machine, it could change the course of the world” Samuel Langley was driven by money and fame, and when the wright brothers took flight, he quit. Had no purpose.

TT | Human Biology Example

Your subconscious, Limbic part of your brain is responsible for human behavior. Your “gut” feeling is very real and is a biological factor in marketing and sales tactics.