Next Level Sales Coaching

7Check-Ins

LET'S ASSUME THAT you started the year with a review and plan, and you are conducting consistent goal-setting meetings with everyone on your sales team. When the opportunity presents itself, you are conducting skill development training in sales meetings or sitting deskside. One way to follow up on all these coaching activities is to do brief check-ins on a daily, weekly, or monthly basis to ensure that each member of your sales team is on the right track. These brief interactions allow you to engage with your sales team and create opportunities to give recognition on success, uncover obstacles, and create a greater connection with members of your team.

The key to greatness is to look for people's potential and spend time developing it.

—Peter Drucker

How Check-Ins Impact Your Sales Team in a Positive Way

What are many salespeople looking for in their work environment? According to Gallup (Clifton and Harter 2019, 17–19) they want:

• A sense of purpose in what they do, not just a job.
• Personal development, not job satisfaction.
• Coaches, not bosses.
• Ongoing conversations, not annual reviews.
• A sales manager who focuses on their strengths, not their weaknesses.
• Clarity around what is expected of them at work, not ambiguity.
• A sales manager who supports their development, not just demands results.

Through implementing the best-practice coaching tactics in this book, ...