Next Level Sales Coaching

3Sales Coaching Model and Self-Assessment

WHAT MOST SALESPEOPLE want is a great job. That means they are engaged in meaningful work and they feel like they can grow and develop in their career. How salespeople feel about their job can affect other areas of their life too, such as their health and wellbeing. The problem is that not everybody feels like they have the greatest job in the world. One of the biggest determinants of how salespeople feel about their job is their sales manager. A sales manager can make a big difference in a salesperson's professional and personal life. Sales managers who have the ability to make a difference possess competencies that can be broken down into two essentials: the coaching activities they do and the attitudes they have when they do them.

Sales Coaching Model

Below are some of the essential sales coaching activities of successful sales managers.

• Review and plan meetings. You conduct review and plan conversations at regular intervals (e.g. annually or bi-annually) to establish metrics for both results and the activities that will generate the results.

  

  Figure 3.1 Sales Coaching Model

• Goal-setting meetings. You consistently (for example, bi-weekly or monthly) review performance results and update goals for your sales team's results.
• Check-ins. You check in either formally or informally. Your team knows that you will be checking in to ...