Sales Coaching Plan – Baseball coaches know the strengths and weaknesses of their players. They know which players to put in which positions and how to motivate the whole team to play hard and win bigger.
But the best coaches know how to work with each individual player, building their skills and helping them hit more balls out of the park.
Sales Coaching Plan
Sales Manager – If you want to be the star coach of your team, you need to put together a sales coaching action plan that will take your team from dirty balls to consistent home runs.
Practical Sales Management
Whether it’s on-call training with software like Close, weekly 1:1 sessions or group coaching, how much of a difference can a structured coaching action plan make for a sales executive?
First, it has a direct impact on your most valuable sales metrics: A study by Brainshark and CSO Insights found that companies with formal sales training increased their win rates by 28%.
Second, it helps you retain your best players: Another study found that salespeople were 60% more likely to leave if their manager was a bad coach.
Are you ready to create a sales training plan that will help build your team’s skills and keep them in play for your team (not your competitors)?
How To Use The Grow Sales Coaching Model
Want to start building a truly productive sales training program soon? Download our free sales training template to see what you should include in your program, as well as specific questions you can ask to help your reps build awareness of the improvements they need to make.
The first thing you need to do is create a shared document where you and your representative can add tasks, talking points, and feedback.
This document will form the basis of your training discussions and is a place to track goals, celebrate achievements and organize your thoughts before the session.
You’ll also want to ask your rep to send you a recorded sales call to review, for better or worse, before the session. It could be a bad sales call they want feedback on, or a great call they want to celebrate.
Employee Training Plan Templates
Finally, you should review the representative’s activity data and feeds to get an idea of where they are before you start talking.
This setup helps your sessions run more smoothly and allows reps to spend more time selling and less time on random meetings.
In the template you will find specific questions to ask to attract your agent. Using questions turns your session into an interactive discussion rather than a monologue. It also allows reps to build confidence and ownership of the sessions, which helps reps see them as an asset for improvement rather than just another meeting they have to attend.
At the end of the template, you’ll also see some ideas for different activities you can use to keep your workouts fresh.
Practice Sales Skills With Sales Training And Coaching
While this template is a good place to start, you’ll still need to create a training plan for each of your reps.
While coaching is very important for your entire team, coaching is something that is done on a personal and individual level.
So how can you develop a training plan for your reps that plays to each other’s strengths while supporting their weaknesses?
Training with your reps is more than just logging in. It should be full of valuable insights and discussions that will help your reps improve their sales skills and win more deals.
Developmental Sales Coaching Program
Therefore, take the time to better understand your repetitions. Know their strengths and weaknesses. Make a list of things you want them to improve.
Then, for each session, choose something you want them to work on. With clear long-term and short-term goals, your sessions will be more practical.
In many ways, real-time data is your greatest asset as a business manager. So make sure you use it to guide and speed up the session.
Activity data is one of the most important things to consider when training repetitions. Take the time to delve into their activities and understand where they are lagging.
Why Is Sales Coaching Important?
For example, in Close, you can view an activity comparison report that gives you a clear overview of each representative’s activity in a customizable time frame:
You can also customize the field to include the activity metrics that are most important to you, including calls made, average call length, email sent, SMS sent, chances created, chances to win, meetings completed and more.
With real-time data, you know exactly what’s going on with your reps and can quickly spot potential issues before they become a hindrance to your reps.
If Salesforce is ‘Microsoft’ then Close is ‘Apple’. As a sales executive, reporting on Close gave me everything I needed.
Sales Training Software: Transform Your Reps Into Stars
You want your reps to see training as an important part of their week and an event that helps them improve.
This is one of the reasons why it is so important to create a shared document for your training agenda. This way representatives can also go into this document and add specific topics they want to discuss.
Also, build ownership with your reps by asking them to share call recordings they’d like you to review together in your calls. This allows them to pick out calls they think they could do better, or calls they feel are doing well and would like to copy.
Another way to build ownership and get representative buy-in for the value of your training is in how you set goals for your representatives.
Quarterly Planning With Action Plan Templates
Do you work with SDR? AE? Where do they want to be in 5 years? How about next year? What are their career goals? How can you, as a manager, help them develop the skills to achieve these goals?
By engaging the aspirations of your own reps in your sessions, they will see the value of these sessions not only for current transactions, but also for their future sales careers.
Choose a deal yourself or (better yet) ask your representative to pick a deal during this week that they would like to discuss and perhaps get help with.
Ask your representative about the history of this agreement, where it stands today, and what the current obstacles are to moving this agreement forward. Then work together to overcome any challenges they face and develop a clear plan to close the deal.
Sales Coaching System
Pro tip: If your rep adds the deal they want to discuss to your shared agenda document ahead of time, you can take a few minutes before the call to review the deal history in your CRM and save time during training to help your rep close. trade.
Remote sales teams face their own unique challenges. Your job as a manager is to help them overcome these challenges and continue to sell successfully.
So ask them about their workspace or remote selling plan. Help them manage their downtime and maximize their technology to automate repetitive tasks. Give them the flexibility they need to organize their home life in addition to their work life.
Pro tip: The best remote teams use technology that makes remote control an advantage. Close CRM is built for (and by) remote sales reps – try it free for 14 days.
Shifts That Will Affect Sales Management Training
Coaching isn’t just about giving critical feedback – it’s also about celebrating wins and encouraging positive behavior in your team.
Drive and positivity help motivate your reps to keep up the good work. This shows that you pay attention to the efforts they make when they excel, not just when they fail.
So ask your representative to add a specific win that you can both celebrate. Or spend some time browsing their activity data and pick something specific to praise.
On-call training is something that happens outside of your scheduled training sessions with representatives. But that doesn’t mean you have to step in and surprise your representative on a direct call (in fact, it’s better not to).
Addressing Sales Meeting Plan For Team Training Employee Coaching Playbook
For better live call training, schedule a specific time during the week to listen to live calls. Tell your rep that they can expect to see you on ongoing calls each week.
For example, you can tell your team that on Tuesday at noon you will be on the phone in addition to other tasks. Letting your team know you’ll be around will make the process less stressful for them and allow you to listen to the actual calls as they happen.
Pro tip: Train your reps on live calls without leaving CRM or signing up for another subscription – Close CRM now has a built-in live call training feature. Sign up and try it for yourself!
For example, why not implement a peer-to-peer coaching program? This will help your individual reps learn more from each other. You can pair an experienced rep with a junior rep on a live call to guide them, or have the junior rep listen to a recorded call or read a successful email sent by a more experienced rep.
Understanding The Difference Between Training, Coaching And Feedback
Or, if you have multiple reps working to improve one particular skill, you can create a group workout and work multiple reps to improve a specific skill together.
The key is consistency – you
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