Embark on a journey to discover the evolving landscape of sales coaching in the digital age.
Join Mike Montague, Mike Myers, and Colum Lundt as they delve into the intricacies of coaching strategies tailored for today’s remote sales teams.
In a world where technology and data reign supreme, the duo sheds light on how modern coaches leverage these tools to diagnose root causes, personalize coaching, and transcend the traditional focus on deals alone. As they navigate through the realms of behavior, attitude, and technique, the duo emphasizes the importance of consistent coaching to unlock the full potential of every sales rep.
Tune in now to gain valuable insights, explore real-world scenarios, and uncover practical tips to elevate your coaching game.
Key Topics & Timestamps
- 00:00:16 – Modern Sales Coaching Strategies and Technologies
- 00:03:11 – Sales Coaching Mindset and Data Analysis
- 00:08:15 – Sales Coaching and Skill Development
- 00:12:27 – Coaching Sales Reps to Improve Performance
- 00:17:16 – Sales Coaching Techniques and Strategies
- 00:23:19 – Using AI to Improve Sales Team Performance
- 00:28:51 – Sales Management and Coaching Strategies
- The modern version of coaching needs to adapt to the challenges posed by a remote workforce.
- It is important to leverage technology and data in coaching.
- Effective coaching involves understanding and addressing these aspects for each sales representative.
- Instead of focusing solely on immediate deal coaching, there’s an emphasis on long-term skill development.
- The success of sales teams is directly tied to the effectiveness of these managers in developing the skills of their team members.
- The coaching strategy revolves around working on underlying behavior changes, aiming for improvements in performance and, ultimately, results.
- Microlearning lessons, such as those from Sandler, are recommended for specific skill improvement, and roleplaying is highlighted as a valuable technique for hands-on practice.
- Success in coaching is defined not just by individual achievements but by the impact on the overall team.