2010 0921 Coaching Best Practices - salesmanagement.org€¦ · Best Practices of Managing Performance • Set Goals/Expectations around your key leading indicators • Measure your

Coaching Best PracticesSMA Experts’ ExchangeSMA Experts’ Exchange

The Sales Management Association – © Copyright 2010

September 2, 2010

An Expert Panel discussion featuring:

Gary Braun

Principal

Pivotal Advisors

Paul Helmore

VP Sales Data & Consulting Services

Schlumberger Oilfield Services

Tim McChrystal

Director - MSM, Sales & Product Training

Sentry Insurance

Today’s Session

Panel format

• Each panelist will present for 10 minutes

• I will moderate discussion following these brief presentations

• We will take your questions

Today’s Panelists

Slide 2

Gary Braun

Principal

Pivotal Advisors

Paul Helmore



Tim McChrystal


Sentry Insurance

Sales Managers’ Coaching ProgramEnhancing sales managers’ skillsEnhancing sales managers’ skills

The Sales Management Association - Copyright 2010

Paul Helmore



So What is the Role of a Coach…?

“Moving valuable people from where they are to where they want to go.”

Slide 4

Executive Coaching vs. Sales Coaching

“Coaching is an ongoing and dynamic series of job-embedded interactions between a sales manager and his or her direct report, designed to diagnose and correct or reinforce behaviors, specific to that individual” - Sales Executive Council

Coaching cannot be confused with :Coaching cannot be confused with :

• Training

• Mentoring

• Apprising

• Leadership

• Managing

Slide 5

The Business Case for Coaching

• Teams that believe the coaching they receive is “high quality” are more likely to over-perform than those receiving “low quality” coaching.

• Salespeople who receive “high-quality” coaching also score well above mean ratings for:

– “Intention to stay”– “Intention to stay”

– Effort- Sales Executive Council

Slide 6

Executive Coaching vs. Sales Coaching

Slide 7

What Do We Call Coaching?

• Let me Show you how to do it

• If you Do it My Way….

• If I were in your position…

• You MUST do it this way

Slide 8

Coaching for us is “Moving a lot of people from where I left them to where I want them to go”

Our Process

Slide 9

Performance Management

Coaching Coaching The secret to helping your sales team


Gary Braun

Principal

Pivotal Advisors

Comparing Typical to High Performing Leaders

Slide 11

The Typical Evaluation of Sales

Slide 12

Only Three Things Drive Sales

• Activity

– Number of Meetings, Presentations, Opportunities, Proposals, etc

• Closing Percentage/Close Ratio

– Closing a higher percentage of the Opportunities that you generate

Slide 13

• Deal Size

– Getting a higher revenue per deal closed

The Sales Scorecard

Slide 14

The Sales Scorecard

Slide 15

Reasons for Non-Performance

• Not clear on goals/expectations– Clarify and agree on goals/expectations

• Don’t know how to do what you ask of them– Provide Coaching/Training

– Go on calls with them to diagnose issues

• Don’t have time to meet expectations

Slide 16

• Don’t have time to meet expectations– Take things off their plate

– Insufficient systems to support what they need – fix or simplify

– Focusing time in wrong areas – reprioritize where they should spend time

• Not motivated– Frequent meetings to review activity

– Find sources of motivation – competition, feedback, recognition, etc.

Best Practices of Managing Performance

• Set Goals/Expectations around your key leading indicators

• Measure your reps and meet with them frequently (once per week or every other week) to discuss their progress against metrics

Slide 17

• Use the metrics to diagnose areas you can help reps

• Spend time on their area of need

Coaching Salesperson Activity

and Effortand Effort


Tim McChrystal


Sentry Insurance

Coaching Salesperson Activity and Effort

Sales management role

• Monitoring salesperson effort

- Reports

� Individual

� Team

Division

Slide 19

� Division

– 80/20

� Least time – stars

� Stars generate $$$$

Sales Management’s Role

Sales management ‘s role

• Recognizing salesperson’s current path:

– Skill

– Knowledge

– Ability

Slide 20

Identify Gaps, Optimize Efforts

Sales management’s role

• Coach the team – walk the same path

- Identify the gaps

- Optimize their efforts

� Skill

� Knowledge

Slide 21

� Knowledge

� Ability

– Faster on-boarding of new salespeople


Thank You

Presenter Contact Information

Contact information for today’s presenters:

Tim McChrystal


Sentry Insurance

[email protected]

Gary Braun

Principal

Pivotal Advisors

[email protected]+1 (952) 226-3385

Paul Helmore



[email protected]

Slide 23

GaryPaul Tim

Documents

2010 0921 Coaching Best Practices - salesmanagement.org€¦ · Best Practices of Managing Performance • Set Goals/Expectations around your key leading indicators • Measure your