13 Most Important Tools for Coaching Salespeople

Posted by Dave Kurlan on Wed, Nov 11, 2009 @ 06:11 AM

This is the 1st in the series of the Top 10 Kurlan Sales Management Functions.

#1 - COACHING

In its simplest form, sales coaching consists of the following two activities:

  1. Pre-Call Strategizing - coaching prior to selected calls to make sure that the salesperson has a good reason for having the upcoming call, a desired outcome, a game plan or strategy, and the appropriate questions/dialog to achieve the desired outcome.
  2. Post-Call Debriefing - coaching after selected calls to discover the true outcome of the call, why the salesperson got that outcome, and what they could have done differently or more effectively

Coaching should be performed on the following time line:

  • daily
  • 10-15 minutes
  • with each salesperson
  • pro actively not passively

Coaching has the following hierarchy:

  • facts
  • strategy
  • role-play
  • lesson-learned
  • action plan

Here's a video of me discussing coaching....

 

I have written about coaching before.  You can read this article that briefly discusses the "how of sales coaching" and then you must read this great example of the "how of coaching" in this article that examines a real sales coaching scenario through a marked up email thread.

I wrote this article about coaching salespeople beyond happy ears. I wrote this article about the required skills for effective sales coaching.

The most important tools for effectively coaching salespeople are:

  • standardized formal sales process so we can talk specifically about where we are in the process with this specific opportunity;
  • world-class listening and questioning skills so that we can ask the questions to go deeper and wider in role-plays;
  • the ability to role-play the salesperson's part of the sales call - no matter where it is or what it is;
  • the ability to poke holes and question everything you hear;
  • the ability to remain in the moment and not become emotionally involved;
  • No Need for Approval so that you can say, ask or do whatever is necessary to get your salesperson to the next level;
  • Patience - you can only take baby steps;
  • Experience - you need to have been there;
  • Wisdom - you have to just know!;
  • Sense of Humor - keep it light;
  • Respect of your Salespeople;
  • Trust of your Salespeople;
  • Relationship with your Salespeople.
(c) Copyright 2009 Dave Kurlan

Topics: sales training, sales management, Sales Coaching, sales effectiveness, sales management competencies

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

2018 Top 50 Sales & Marketing Blogs Widget

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader