Sales Management Success

2The Dynamic Duo Sales Coaching Strategy

JOE AMES WAS AN experienced sales rep, a star hire, and his potential was recognized during onboarding and training. His sales manager was also impressed with his basic sales skills during her early field coaching sessions. Joe was fearless, great at prospecting, and a strong presenter. However, he needed work on his probing skills to identify applications, surface detailed needs, and overcome objections to the high cost of their system. The sales manager planned to visit Joe one or two times a month to coach and reinforce skills, but other job demands limited her to three coaching visits in the first nine months. Joe left at the end of his first year, frustrated, demotivated, at 55% of annual first-year quota.

This sales manager's main problem was coaching frequency, a global shortcoming underlined by studies pinpointing coaching time at less than 10%! Overloaded with tasks and demands created by nine salespeople, she hoped Joe's potential would help him develop. Frequency is the #1 coaching challenge for today's sales managers.

Every smart sales manager knows field coaching is a priority. Unfortunately, the time available is literally locked at less than 10%, and there has been no remedy in sight for most sales managers…until now. The dynamic duo strategy, field + virtual sales coaching, provides a proven coaching process and skills, and the bottom-line value is quadrupling coaching frequency to adequately reinforce/correct individual ...