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The Center for Sales Strategy Blog

Improve Sales Performance via Virtual In-Field Coaching

Improve Sales Performance via Virtual In-Field Coaching

"I see the value in spending time with my sellers in the field coaching them, but I just don't have the time."

We’ve heard this a lot from sales managers over the years, pre-COVID and during COVID. Finding time to watch sellers in the field is a challenge to time-starved managers. The average time to coach a seller on a typical 30-minute, face-to-face appointment is actually around two hours when you factor in things like travel time to and from an appointment.

One of the positive outcomes of COVID is the ability for managers to sit in on appointments with sellers when they conduct virtual meetings with customers. These virtual coaching opportunities—also known as Zoomalongs—provide an extremely efficient method of coaching at a fraction of the time of a face-to-face coaching call (30 to 45 minutes versus two hours).

Here are some thoughts and tips on how to get the best ROI on virtual coaching opportunities.

Topics: sales performance virtual selling sales coaching

3 Real Tips to Improve Virtual Role Plays

3 Real Tips to Improve Virtual Role Plays

What is mankind’s biggest phobia? Hint: It isn’t spiders, heights, or even dying. It’s glossophobia, the fear of public speaking.

Also, on the list of soft skills that people fear most are acting and the public test of career competence. In sales, there’s one awkward activity that happens to combine all three role playing.

As a sales manager, we often use sales role play exercises as a form of punishment. When salespeople fail to make the progress we expect, we summon a team meeting where we role play. Now, as everyone is working from home, the idea of practicing our craft with role plays seems even more difficult.

How can you improve something that was dreaded even before the pandemic?

Topics: Needs Analysis sales coaching

Is the Work From Home Environment Affecting Your Performance?

Talents Most Affected by Working From Home

Sales coaching isn’t a one-size-fits-all process. Each salesperson on your team offers a special blend of talent. As a leader, your responsibility is to coach based on a clear understanding of all their strengths and weaknesses. 

You know that coaching your team as individuals is essential to their growth and success. But for a remote sales team, coaching takes on a higher level of importance.

While the environment has changed, your rep’s talents have remained the same. Since moving to remote work, we’ve noticed a few talent combinations that are hindering salespeople from performing their best. Have you?

Topics: sales talent sales coaching

How to Get Results in Individual Meetings with Your Salespeople

How to Get Results in Individual Meetings with Your Salespeople

Sales managers often ask us how to make Individual Focus Meetings (IFM) with their salespeople more productive. What's interesting about this, is that salespeople also ask us (on a weekly, if not bi-weekly basis) why they even need an Individual Focus Meeting with their sales manager.

As you can already tell, there seems to be an issue with this weekly meeting — neither side is getting what they want out of it. And we understand why this is happening.

Topics: successful sales meetings sales performance sales coaching

7 Sales Coaching Statistics All Sales Leaders Need to See

sales coaching statistics

Sales coaching is not about telling your sales team what to do. There's so much more to it.

Sales coaching helps sales leaders equip their teams to reach their maximum potential, and gives them the tools and knowledge to make better decisions in their sales process, which leads to overall improved sales performance for themselves, the team, and you.

Topics: sales performance sales coaching