12 Questions
What is the ultimate goal of a sales coaching session?
To develop a sense of ownership in the sales rep
What does ownership lead to in sales reps?
Attachment to outcomes
How can decision-making and self-investment increase ownership in sales reps?
By raising their sense of ownership
What negative behavior can increased ownership lead to in sales reps?
Failure to delegate
What are the three parts of the coaching session framework?
Introduction, explore, and path
What is the purpose of the introduction phase in a coaching session?
To set expectations and clarify the rep's goals for the session
What is the focus of the explore phase in a coaching session?
Areas to improve in the sales call
What is the purpose of the path phase in a coaching session?
To look forward and gain commitment on the change the rep is looking to make
What is the benefit of asking the sales rep what they did well in the call?
To build confidence
What should coaching focus on in terms of the sales rep's development?
Developing the person's ability
What should the coach aim for in terms of talking and listening during a coaching session?
An 80:20 split
What should the coach do to show up fully present during a coaching session?
Show up with 100% energy and zero distractions
Study Notes
- The goal of a sales coaching session is to develop a sense of ownership in the sales rep.
- Ownership leads to higher self-motivation and attachment to outcomes.
- Decision-making and self-investment raise the sense of ownership.
- Increased ownership can lead to failure to delegate and territorial behavior.
- The coaching session framework has three parts: introduction, explore, and path.
- The introduction sets expectations and clarifies the rep's goals for the session.
- The explore phase focuses on strengths and areas to improve in the sales call.
- The path phase looks forward and gains commitment on the change the rep is looking to make.
- Asking the rep what they did well in the call builds confidence.
- Coaching should focus on developing the person's ability, not just the deal.
- Coaching sessions should start with recognizing what the sales rep did well.
- Reps should be guided to identify the area they need to work on that will be most impactful on their performance.
- Questions should be used to guide the rep's decision-making process.
- The final section of the coaching session should focus on how reps can work on their game-changing area.
- Asking questions encourages an open mind and allows the rep to share their thoughts.
- The coach should help the rep identify if their plan is achievable and how they can make sure it happens.
- The coach should ask how they can help the rep be accountable.
- The goal of coaching is to help the rep take ownership of their development.
- The coach should listen more than they talk and aim for a 80:20 split.
- The coach should show up fully present with 100% energy and zero distractions.
"Test Your Sales Coaching Skills: Take this quiz to see if you have what it takes to lead a successful sales coaching session! From recognizing a sales rep's strengths to guiding them towards impactful areas of improvement, this quiz will challenge your ability to develop a sense of ownership and self-motivation in your team. With multiple-choice questions and scenarios, you'll have the opportunity to showcase your coaching strategy and see if you can help reps take ownership of their development. Put your skills to the test and
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