Coaching Sales
Insights to fine tune your coaching strategy and cadence as a sales leader
Hello friends -
How focused are you on coaching? I’ve featured these stats before, but they are worth repeating:
83% of sales leaders in a worldwide study claimed they were “Awesome” at coaching. Yet, 48% of the reps working for these leaders claim they NEVER get coaching, and when they do, the 1:1 experience was only “helpful” 13% of the time.
and
60% of reps feel coaching improves their confidence. 55% said it improves their relationship with their manager.
In this week’s edition of Stretch Weekly -
Learn what John Kaplan recommends for first time managers on his 4 step coaching model.
Hear from top leaders like Niki Philips at Hootsuite, Sadie McGraw at Gong, Nick Christolos at Datarails, Mona Sheth at Indeed talk about sales coaching techniques you need in 2022.
Plus carefully curated snippets to help you as you fine tune your coaching technique and cadence.
THANKS for reading!!
-Grant
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
STRETCH SHARES
Coaching Your Teams
When it comes to coaching in sales, John Kaplan is one of the brightest minds. Learn what he recommends for first time managers in how to coach sellers. He reminds us to resist the urge to do things for your reps, but to coach them.
John’s coaching model:
Tell people what's expected
Show them how to do it (you might not be the best person to show them - find a rep?)
Observe them doing it
Provide feedback (2 things we liked about what you just did, 2 things you’d improve on. Now have reps give YOU feedback)
Really great, concise podcast with actionable insights to add to your day to day.
High Impact Sales Coaching Techniques You Need in 2022
Hear from top leaders like Niki Philips at Hootsuite, Sadie McGraw at Gong, Nick Christolos at Drift, Mona Sheth at Indeed talk about sales coaching techniques you need in 2022.
Highlights:
Individualize your coaching strategy for each rep
How do you coach among calendar chaos? Know your top deals and risks associated and coach on those.
Managers spend only 9% of time coaching. But 70% of reps feel they need more coaching. (Recommends coaching 30 min per week, per rep)
Can you coach Motivation? If so - how?
STRETCH SNIPPETS
✅ Joe Caprio and Rob Jeppsen ask if we are facing a leadership crisis and tell us why it is important to get coaching RIGHT. [video]
🤔 When coaching, it’s tempting to jump in and give your opinion on what should be done. Mike Hook recommends asking “what do you think we should do here” to get the person talking.
🏈 CRM Hygiene? Check out this original post on how to coach basic blocking and tackling as a sales leader in SaaS.
🦾 We know that roughly half the time, people leave their boss more so than their company. Oleg Rogynskyy gives us the blueprint on using AI based coaching to retain employees (hint involvement from Front Line Managers is crucial here).
🗣 Kevin Dorsey blows up the myth that the reason we don’t spend time on coaching is because we don’t have time. KD recommends packing your calendar as close to 80% of your time with 1-1s, Roleplays, Call Reviews, and Deal Reviews to ensure coaching success.
🧠 Mindset
Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).
— Grant 👋
About stretch vp: confessions, learnings, and insights from sales leaders in SaaS
Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights, and experiences as well as best practices to overcome common hurdles, obstacles, and setbacks in your quest for excellence as a sales leader in SaaS.
Are you a VP, Director, thought leader, or content producer in the SaaS space? We’d love to have you contribute. Just reply to this email and I’ll be in touch.
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