1. Sales Coaching is not a Trend, but an Adventure
Ty Bello, RCC

2. A Case for Sales Coaching
2007, Study of 2000 salespeople by the Sales Executive Council
Sales People Coached > 3 Hours per Month
Reached 107% of their Quota
Sales Rep Achieving Quota
Without Coaching 48%
With Coaching 62%
Sales Coaching has Increased 35% in the last 5 Years
Sales Representative – Generational Paradigm Shift
Not the Old Guard Anymore
Have been coached in nearly every facet of life
Not looking for a Boss, but a Partner (Not Misspelled: NOT PARENT)

3. Learning Objectives Coaching Obstacles and Objections
Three Emerging Trends in Sales Coaching
What Should Sales Coaching Look Like?
Develop a Strategy to Implement Sales Coaching with your Team
Maximize your Sales Coaching with Effective Behavior Metrics that Drive Compliance and Increase Sales

4. Coaching Obstacles and Objections
The Right Coach Fit with Trained Coaches can improve Sales on the entire Team upwards of 50%
Who you Coach is just as important as How they are Coached
Are we Coaching the Right People?
The Middle 60% of your Sales Team performers is where the Pot of Gold is
Improvement is as high as 19%
Owners and Managers (Objections)
Time
Lost Productivity
Myth: give coaching to the Laggards and Leaders: “ All boats will Rise”

5. Three Emerging Trends in Sales Coaching
Focus on Team Alignment and Speed of Execution
Emphasize Unconsidered Value and Sales process Control
Leverage Technology to Provide Sales Coaching Investment

6. Three Emerging Trends in Sales Coaching
#1 Focus on Team Alignment and Speed of Execution
Give The Power of “YES” to reps when negotiating or committing resources.
Proven to increase speed of approval or referral process by 50%
Cisco Technologies
Pair down training and information available to the essentials with purpose (1X3X3) Drivers only
1 X 3 X 3
Goal
Strategies
Actions

7. Three Emerging Trends in Sales Coaching
#2 Emphasize Unconsidered Value and Sales process Control
Beyond building Skills, Features and Benefits and Value Differentiation.
Sales Reps not only want tools to sell
but WAYS to sell and close faster
“Need for Speed” – competition is fierce
Referral Sources have more access then before (Technology)
Sales Coaching must
Arm team with skills to help uncover specific needs of Referral Source

8. Three Emerging Trends in Sales Coaching
#3 Leverage Technology to Provide Sales Coaching Investment
Self Paced on line training and learning. Year round investment Tools
Video and Media Training
Coaching Reminders prompt teams and managers to have conversations
1 X 3 X 3

9. What Should Coaching Look Like?
Coaching should be a natural part of your day, Not an Event
Coaching Training Sessions.
Make Coaching Moments / Coaching Mindset
Based on the Here and There (1 X 3X 3 Drivers)

10. Sales Coaching Behaviors
Top 10 Selling Behaviors
Top 10 Coaches Behaviors
Lead Generation
Building Relationships
Qualifying Opportunities
Making Presentations
Servicing Customers
Account Management
Territory development and management
Building a Recipe for Success
Continuous Education
Execution of the Sales Process
Coaching
Communication
Leading Sales
Motivating
Collaboration
Creating Interpersonal Connections
Providing Autonomy
Knowing the Industry and Products
Sharing Creativity and Insight
Being Keen to Clients Needs

11. Develop a Strategy to Implement Sales Coaching with your Team
Monday Morning Check –In
Quarterly Off-site
Review
Adhoc Topical
Weekly Staff

12. Develop a Strategy to Implement Sales Coaching with your Team
Sales Personality Traits / Work Tendencies
The Challenger Sales Model
Sales Coaching Markers
Strengths / Weaknesses
Personality Traits
Assertiveness
Sociability
Patience
Dependence
Emotional Control
Stamina
Work Tendencies
Prospecting
Closing
Organization / Attention to Details
Response to Incentives and Commissions
Five types of Sales Professionals
The Hard Worker
The Challenger
The Relationship Builder
The Lone Wolf
The Reactive Problem Solver

13. Maximize your Sales Coaching with Effective Behavior Metrics
Assess then Coach and Develop
Step One
Leader gives direction
each Sales Team Member has 1 minute
Report on 2-3 key activities (they believe to be top Sales related Objectives)
Step two
Review one page score card (leader introduces, team member who owns it presents it) 5 minutes each team member
1 x 3 x 3 (burning imperative, goals, strategies)
Report on 2-3 key items + Score card (how are we doing )= “most important right now” –(Here is the agenda)

14. Sales Coaching IS NOT a TREND BUT a Game Changing Opportunity for Your Team and Your Business

15. “Here to There”
FINISHING A MARATHON ISN’T JUST AN ATHLETIC ACHIEVEMENT.
IT’S A STATE OF MIND; A STATE OF MIND THAT SAYS
ANYTHING IS POSSIBLE

16. Send me Your favorite Mom or Dad Pearl Provide Name, DOB, DOD If used in Book, you get a FREE Copy
Tribute to Mom and Dad

17. THANK YOU
Ty Bello, RCC