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Sales Managed Environment®
Coaching for Sales Success
1. Setting Standards & Accountability
2. Motivation that Works
3. Coaching for Success
4. Upgrading & Recruiting
5. Growing by the Numbers
Building aSales Managed Environment®
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Coaching for Sales Success
1. What It Means to Be a Coach
2. What a Difference Coaching Makes
3. Coaching the Right Stuff
4. How to Coach
5. Coaching and the Successful Sales Call
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What it Means to Be a Coach
Characteristics of a Great Coach:
● Has full knowledge of the sport
● Can motivate their athletes to achieve their personal potential
● Communicates effectively with athletes
● Is a teacher who helps athletes develop the skills of the game
● Ensures High Quality Practice Sessions
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BISA Webinar ©ACTGLLC 2012
What Makes a Difference?Improvement %
Behaviors & Ratios 48 weeks 10%# of Attempts to contact 1400 1400Dials to Contacts 33% 36%# of Contacts 462 508Contacts to Appts 75% 68%# of Appts 347 343Appts to S Opps 75% 83%# of S Opps 260 283S Opps to Pres 90% 90%# of Presentations 234 255Closing Ratio 66% 73%# of Sales 154 185Avg. Size Account 2,200 2,420 NB Sales 339,605 447,494
32%
What is the required increase in activity to improve sales by 32%?
Assumptions - All Producers
Performance Issues and Root Causes:The Right Stuff
Prospects are comparing
Money objections at time of presentation
Not in front of decision maker
It's OK if my prospect shops around
Not important to discuss budget
You can’t get to the real decision maker
Which root issuecauses…
…each performanceissue?
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● Personal goal setting environment
● Taking responsibility
● Self image
● Rejection proofing
● Comfort with money
● Supportive buying theory
● Quality questions
Additional Coaching Needs
● Masterful listening
● Quick to establish trust
● Qualifies budget
● Qualifies decision making
● Qualified pitches
● Getting commitments
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Insight
Feedback
Demonstration
Role Play
Action Plan
Keys
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How to Coach
InsightIn
sigh
t What’s Happening (or Not)?
- Observational Coaching
- Huddle Data (Review Behaviors & Results)
- Schedule Coaching Session
FeedbackF
eedback
Quality Conversations
- Timely and Specific
- Good, Bad & Ugly
- Ask Questions to Help Them Self-Discover
- Gain Agreement on The Real Problem
Demonstrate
Dem
onstrate
Shadow of the Leader
- Identify Gaps
- Demonstrate Mastery of Skill
- Instruct on the Critical Steps
Role Play
Rol
e P
lay
Practice, Practice, Practice
- Complete or Come Prepared with Pre-Call
- RM to Role Play
- Complete Post-Call Debrief, Coach
- Repeat
Act
ion
Celebrate
Inspect
Plan
The Coaching Discussion
● I see…
● We need to discuss…
● My office coaching hours are…
● Schedule 15 minutes
● Be prepared to discuss…
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CoachingDrill Down
When you asked them…
● How long has this been a problem?
● What have you done to fix it?
● When you spoke with your current provider …or
● What has your current vendor done to make this problem go away?
● What happens if you don’t fix it?
● Is that a problem?
● Do you want to fix it?
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What did they say?
Pre-Call Strategy
● Prospect profile
● What is the reason forthe meeting?
● Objectives
● Process
● Role-play the call
Post-Call Debrief● Did they qualify?
● People
● Problems, action steps
● Checklist before proceeding
● What resources do we need?
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Item Description
Questions I ask: 1.2.3.4.5.
Anticipated responses:Questions they ask: 1.
2.3.4.5.
My responses:Curve balls I anticipate:
Pre-Call Strategy
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Post-Call Debrief
● Did they qualify?
● Why will they say yes or no? What can go wrong?
● Problems, action steps
● What resources do we need?
● Checklist before proceeding
BISA Webinar ©ACTGLLC 2012
BISA Webinar ©ACTGLLC 2012
Summary
What It Means to Be a Coach
What a Difference Coaching Makes
Coaching the Right Stuff
How to Coach
Coaching and the Successful Sales Call
20
Additional Resources
Free eBooks:9 Keys to Successful Sales Coaching
Why is Selling So Darn Hard?
Why is Qualifying a Prospect so Darn Hard?
Sign up For Sales Brew:www.anthonycoletraining.com
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Anthony Cole Training Group
(877) 635-5371www.anthonycoletraining.com
My blog: www.blog.anthonycoletraining.com
Book: Resurrecting Anthony by Linda & Tony Cole:
www.resurrectinganthony.com
Thank You!
