This post covers the 5 keys to effective sales coaching - and how to apply them to your sales organization.

“That which is measured improves. That which is measured and reported improves exponentially.” Pearson’s Law

— Ted Alling 👊🏼🚀 (@tedalling) February 20, 2018

Being an elite sales coach means creating a system of consistency and accountability around coaching up rep performance. The smartest sales coaches start with their top performers, then figure out:

  • What contacts and accounts they talk to.
  • What they say during calls, meetings, etc.
  • What they do during their day-to-day process, in terms of activities.

Your reps need a consistent schedule and framework to follow that will make them accustomed to receiving coaching and implementing manager recommendations into their day-to-day. And today on the Ambition Blog, we're showing you exactly how to create one.

The 5 Staples of Effective Sales Coaching

In our experience, there are 5 keys to create a system of consistency and accountability around coaching.

sales coaching

The first two keys to excellent sales coaching go toward the need for consistency in your sales coaching framework.

Sales Coaching Key #1. Consistent Schedule

Have clear recurring frequency on 1:1s with reps. Weekly check-ins are ideal. Bi-monthly check-ins are okay. Monthly check-ins are sub-ideal.

Sales Coaching Key #2. Consistent Format

Provide a standard set of questions and baseline information that needs to be gathered and shared ahead of the 1:1. 

sales coaching 1:1s

This frames the rep's mindset when prepping for the meeting and gives the sales leader the pertinent information to have a productive conversation.

You can still start with small talk, but you have the details to launch into the main course. 

Sales Coaching Key #3. Objective Data 

Provide access and visibility to core KPIs for each rep - detailing each person's output and performance vs their own goals and relevant peers - is critical. You've got to be able to look at specific data to make specific suggestions.

sales coaching objectives

sales coaching metrics

Put it this way, if you can't see your progress on a map, how do you know if you're ever going to get there?

Sales Coaching Key #4. Action Items 

Every sales coaching session should end with action-items or initiatives that reps (or managers ;) !!) can execute on in the interim before the next 1:1.

Action items also establish a base for the recurring 1:1 meeting cycle. Each action item should be moving to completion. If there is a failure to complete a given action item, then it should be addressed before the next 1:1.

Sales Coaching Key #5. Notes + Narrative 

Meetings are a series of points in the rep's trajectory. As a manager you need to keep track of what is going on, have referenceable notes, and be able to see a story about where each rep is trending and how they have progressed to today.

More Sales Coaching Resources

Check out these great sales coaching resources from Ambition.

Prefer podcasts to articles? Subscribe to The Sales Influencer Series on Soundcloud to listen to our interviews with best-in-class sales leaders like Mike Weinberg, Gary Vaynerchuk, John Barrows, and Tamara Schenk.

Ambition: The Agile Sales Management Platform

Harvard Business Review and AA-ISP (the Global Inside Sales Organization).  Fortune 1000 sales organizations like UPS, Aerotek and Wayfair use Ambition to enhance sales KPI clarity and drive their teams using real-time scorecards, dashboards, alerts, contests, and TV leaderboards. 

tennessee sales organizations

Contact us to schedule a demo of Ambition for your sales force today.

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