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Danny Wood Enterprises, L.L.C. | Rutherford, NJ | 201-842-0055

Bill Bartlett

The world has changed in countless ways since early 2020, and that means sales coaching has to adapt. How do you maintain a strong coaching regimen with salespeople who are spending some or all of their working day out of the office?

 

Sales leaders! Adopt these best practices to improve your coaching performance and create an environment where the coach and salesperson can work together to achieve success.

Many sales leaders have a skill gap when it comes to coaching members of the sales team. Bridging that gap requires addressing a critical question.

Today’s sales professionals must be prepared to compete in a world where more buyer communication takes place in venues where the salesperson cannot communicate face-to-face or voice-to-voice with the buyer. This presents special challenges for sales leaders tasked with coaching salespeople competing in this hybrid selling environment.

Here are 5 coaching challenges and how to overcome them.

Onboarding sales talent has never been more important, given the tightness of the current labor market. Yet the most effective, proven best practices for shortening the runway to success for new hires remain largely unknown and unimplemented.

How do you help salespeople, who may be underpforming, to instill a mindset of abundance and growth? Here are five steps we follow.

 

A big question for sales leaders: How do you transfer the level of success that one team in your organization is delivering…so that everyone else on the sales side can find a way to deliver at the same level?

Many salespeople focus on behavior that is comfortable … and shun behavior that creates discomfort, even though it may drive higher performance.

 

Sales leaders often tell us that they want salespeople to take a more proactive role. Fortunately, there is a simple fix for turning this dynamic around.

Sales leaders: If you could only track one performance metric to evaluate the performance of a member of your sales team, which one would you choose?

 

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