Your Yearly Sales Coaching Report Card 2

Here's 2 more aspects of Sales Coaching to review.

By Mark Wayland on Dec 17, 2008

Here's 2 more aspects of Sales Coaching to review.

3. Hows your energy rating? Do representatives love and appreciate you being out in the field with them? Or do you slow them down? Do you have animated conversations, explore possibilities? How much of the day is taken up with you talking versus the representatives? Should be about 60:40. You can't bore someone into improving performance. If your coaching is dull, routine and clichd, representatives will switch off. Deduct marks if youve seen stifled or disguised yawns and its early in the day.

4. Hows your conversation rating? Do your coaching conversations have a mix of appealing to logic and stimulating emotions? You can't appeal only to logic; you must speak to the hearts of your representatives. A great way to do this is by telling stories about representatives/ people who've experienced similar challenges and what they did about it. Bonus marks if you know what a metaphor is and can work it into a conversation.