4. Practice common sales scenarios
This advice may feel basic, but it's important: You should practice the most common and most difficult situations sellers face with them. You can do this at scale with automated coaching software, and skip the endless hours of role-play.
With sales coaching software like Seismic Learning, you can ask reps to record and share their latest elevator pitch, or maybe even practice a personalized pitch for a specific persona. Reps can practice during a time that works well for them, and you can evaluate their submissions at a time that works well for you. It's a win-win.
5. Shadow sellers and provide constructive feedback
We also recommend hopping on live calls with your sales reps every once in a while to evaluate them and provide constructive feedback directly after. As long as you approach this from a place of support and kindness, this is a setting to deliver highly-tailored feedback and get some quality facetime with your reps. This is especially helpful for newer reps who are ramping.
6. Celebrate wins, both publicly and privately
Yep, part of a great sales coaching strategy is celebrating when sellers do outstanding work. This could look like sharing a video snippet from a recent successful call, sending an email or Slack message to the broader sales organization about what a seller did and why it worked, or even sending a DM to that seller to recognize their work and progress.
7. Encourage self-reflection and assessment
A great coach teaches salespeople how to be more self-sufficient, and part of that looks like coaching them well enough that they notice when they do something well or when there's room for improvement. Offer them frequent opportunities, ideally via sales coaching technology, to evaluate themselves and their performance progress over time.
8. Offer coaching via various channels
In the same way sellers interact with their prospects on phone calls, video calls, in-person meetings, and email, you should do the same. Give your sellers a way to receive coaching and refine their craft on their own time using a learning library of content.
Case in point, our research shows that 79% of people who use enablement technology to give them quick access to content, information, and/or coaching agree that it empowers them to speak to clients from a more informed standpoint. Enablement technology is a critical coaching channel.
