Providing constructive and consistent feedback is an important part to coaching your sales reps to success. Sitting in on sales calls can help you, as a sales leader, reinforce new methodologies and coach your reps to continually:
- Uncover Customer Needs
- Articulate Value and Differentiation
- Negotiate Value
Ensure your reps are focusing on customer needs and pain points in the sales call. Use this checklist as a sales coaching tool to provide feedback:
- What was the ratio of speaking to listening?
- Did they adjust their message to the buying audience?
- Did the rep ask open-ended, two-sided Discovery Questions?
- What are the prospect’s largest technical and business problems? Has the rep uncovered them?
- How well did the rep attach solutions to the biggest business problems?
- How well did the rep implicate pains and uncover requirements before discussing solutions?
When debriefing a sales call, always ask your reps to explain how they performed before offering your own feedback. Discuss two things that went well and two areas to improve during the next call.
Effective coaching can mean the difference between a great win and a lost deal. Although it can absolutely help move a deal forward, evaluating a sales call is just one piece of the puzzle.
Having a process to help you support individual and team performance can be invaluable to help you coach, motivate and lead a high-performing sales team. Best-in-class companies have clearly defined organizational responsibilities and measurements in place to evaluate performance. With the right sales coaching tools at hand, necessary improvements can be made quickly and sales forces can move forward, ready to succeed.
How do you create those tools? Download our white paper below.
