PODCAST 60: Effectively Giving and Receiving Constructive Feedback w/ Alyssa Merwin

Sales Hacker

Sam Jacobs: You mentioned the concept of a player coach. So I’m entertaining this idea of doing a player coach role for them. And, how can I make sure that I’m giving them the coaching development that they need?”.

5 Keys to Sales Coaching

Anthony Cole Training

In this article, we discuss the "5 Keys to Sales Coaching", or the five critical steps you must know and execute in order to get the best effort and results out of your salespeople. Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course. As a sales coach, there are five critical steps that you must know and execute in order to get the best effort and results out of your salespeople. 5 Keys to Coaching - Insight.

Top 10 Sales Coaching Quotes

Steven Rosen

Sales is a team sport and like in any sport, a sales team without a great coach is a team that will never win, regardless of the talent and skill of its individual members. Effective sales coaching is about helping your sales people get better at what they do. What do you coach?

Construct Your Own Action Plan to Increase Sales Part 1 of 4 Parts

Increase Sales

Before constructing an action plan to increase sales, consider the sage words of President Eisenhower: “Plans are worthless; planning is everything.” Sales Training Coaching Tip: This downloadable PDF 3-Phase-Sales-Process-ADVSYS may provided additional clarity.

Coaching for Performance

Steven Rosen

Whether you are doing a midyear or year end review it is important to provide constructive feedback to help your sales reps improve. Conclusion: Coaching your reps to perform at their full potential is critical. Reviewing Performance with an Arrogant / High Performer. By Steven Rosen.

9 Ways to Get the Most from Sales Video Coaching

Sales and Marketing Management

Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. Typically, a coach (often a rep’s manager) will issue an activity: for example, “Show me your 30-second elevator pitch.” 8 – Encourage manager coaching.

3 Coaching Tips to Help Reps Overcome Sales Objections


A good coaching program starts with a database of actual objections. After conducting a role-play exercise with (say) two participants, one player will use a feedback form or scorecard (prepared by the coach) to assess the other’s performance.

High Growth Coaching Model, What Is That?

Increase Sales

So how do you replicate success as an executive coach, business coach or even sales coach? The answer to that is to have a proven high growth coaching model. If so, would you please explain it to me along with your overall coaching process?

4 Steps to Deliver Quality Sales Coaching


Rather than applying triage after the wound occurs, sales leaders will see better results by coaching reps to perform better so that they won’t miss quota in the first place. One such approach is to divide a coaching program into discrete steps that are implemented over time.

Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

Sales and Marketing Management

Let’s be honest: Reaching positive results while coaching salespeople isn’t instantly gratifying or easy. Instead, over time, coaching builds a stronger sales team of people equipped and motivated to achieve their potential. 5 Keys to Effective Coaching.

The Modern Manager’s Guide to a Productive Coaching Session


We’ve said it before and we’ll say it again, coaching is crucial to success in sales. According to CSO Insights 2016 Sales Enablement Report , “Sales coaching is a leadership skill that develops each salesperson’s full potential.”

Sales Coaching Versus Criticizing


Too often, sales leaders will feel that they’re coaching a seller when in reality, they’re criticizing them. Coaching is a two-way conversation intended to improve the performance of an employee. Here are five tips to help sales leaders dial up their coaching skills and let go of criticism. It’s important to know the difference between coaching and criticism, and to recognize when your approach is potentially harmful.

5 Sales Development Coaching Mistakes You Need To Stop Doing


So, it should be worth paying attention to your SDRs coaching. The secret to successful sales development coaching lies in avoiding the five most common coaching mistakes. They can hurt your SDRs performance and hinder your sales coaching efforts.

Business Coaching – Confusion Reigns Between Value Creation and Be Valuable

Increase Sales

The hot business coaching or sales coaching concept is “value creation.” ” Read this or that sales expert or business coach and you will here how to: Construct a dynamic value proposition statement. Business Coaching be valuable increase sales sales coaching sales leadership value creationCredit www.sxc.hu. Craft a value driven sales script. Create value between your solutions and your prospect’s wants or needs.

Coaching Culture: Why You Need One & How to Build It (Part 1)


This series will help you identify what coaching culture looks like and how to start, build, and maintain one that drives ROI for your organization. All sales leaders know they should be coaching their reps, but when your day consists of running from meeting to meeting and call to call it’s easy to put coaching on the backburner. When coaching isn’t built into your sales culture, rep performance can stagnate leading to unhappy reps and little growth.

Coaching sales reps to shelve their poor practices

Sales Training Connection

Successful sales peopleSales coaching. Recently we published a blog framed around the idea that if you wanted to get coaching right, three fundamental questions need to be answered – what to coach, how to coach, and who to coach. Implications for sales coaching.

What We’re Not Talking About When It Comes To Coaching Sales People

A Sales Guy

I’m a huge fan of coaching. I believe coaching is an essential component of leadership. In sales, developing a coaching cadence and methodology is a critical element of success. You will rarely see a successful team without good coaching behind it. My boy Mike Weinberg talks about the importance of coaching and how leaders need to do more of it in this post. In it he also introduces his 90-day sales coaching seminar with David Brock.

Dispatching sales coaching myths and best practices – A STC Classic

Sales Training Connection

In this post we combined two posts: Dispatching Three Myths of Sales Coaching and Best Practices for addressing them. Here goes … Many agree that sales coaching is a critical piece of the puzzle in developing a world-class sales team. A Classic - '63 Corvette.

Improving sales coaching feedback – the importance of pronouns

Sales Training Connection

Sales Coaching. People knowledgeable and experienced in sales know sales coaching is worthwhile; it can make a difference and it should be a priority. The pros agree coaching is a critical piece of the puzzle in developing a world-class sales team.

The Top 12 Factors that Cause Delayed Closings and What to Do About Them

Understanding the Sales Force

Invariably, each drive back home has taken twice the time it should have because of road construction. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours. Nearly every coaching call with a salesperson is about a delayed closing.

The Sales Training Coaching Reality Is Bad Sales Talents Top Good Talents

Increase Sales

Many of the sales training coaching programs focus on bad sales talents or sales skills (what people do not do well) instead of good talents (what people do well). Effective sales training coaching requires a strong foundation based upon confirmed awareness within each individual.

Where Should Sales Managers Spend Their Time Coaching?

The Brooks Group

The best sales managers know they need to be dedicating a significant amount of their time each week coaching their salespeople—but which group will bring in the best return on coaching investment? Which salespeople should sales managers spend time coaching? Sales Coaching

How to Build a Sales Coaching Culture

The Brooks Group

A Strong Sales Coaching Culture Starts at the Top. The first step to building a sales coaching culture is to get the senior management of the organization to understand and be 100% committed to three things: Ongoing training. What exactly does that mean relative to sales coaching?

Riddle Me This Please Sales Leaders…

Bernadette McClelland

If there is only ONE thing that is THE most important task salespeople have to do well, that MOST are not doing at all, it is asking carefully constructed questions with a purpose. There are SO MANY different kinds of questions and with buyers not wanting to be ‘sold’ and by salespeople wondering what else they can do to differentiate themselves further without ‘selling’ per se, it’s important we consider a more conscious approach through guided, coaching instead.

Are You Shooting Yourself Before You Open Your Marketing Mouth?

Increase Sales

So I am still at a loss as to why some small business people just don’t get this especially if they are business coaches or executive coaches. I recognized her and knew her small business to be one of business coaching.

Your Commitment to Your Professional Growth Is?

Increase Sales

Yesterday, I made this short update at LinkedIn about professional growth for executive coaches, business coaches or sales coaches: If you are not continually expanding your knowledge, testing your own boundaries, how can you ask your coaching clients to do the same? Even though I referenced those in professional coaching roles, this question can be asked of any professional in any role including sales, executive leadership, management and even customer service.

Are Behavioral Assessments a Pseudo Science?

Increase Sales

85 coefficients because they are constructed from an inductive and subjective perspective. The Attribute Index is constructed from a deductive and objective perspective with reliability and validity coefficients around a.92.

I Am a Weak Salesperson Is a Self-Imposed Limitation

Increase Sales

Many times I have heard this statement from my small business coaching clients to just general business to business conversations: “I do not like to sell” or “I am not a salesperson.”

Closing the Gaps Is a Critical Leadership Trait

Increase Sales

Small Business Coaching Tip: Misalignment happens because of gaps. Many organizational assessments are individually constructed to meet the needs of the client and to increase the revenues for the consulting firm or executive coach.

Learn How to Increase Sales with These 5 Behavioral Asssessments

Increase Sales

Marston’s book, Emotions of Normal People, provided the means for a later industrial psychologist, Walter Clarke, to construct the DISC assessment based upon his theory of DISC. The goal to increase sales is always front and center especially as the year begins to wrap up.

How To 157

My Clients Want to Work with Me Not the Queen’s We

Increase Sales

Funny when starting out my executive coaching and corporate training practice, I received marketing advice about using the Queen’s We because it made my sole proprietorship to appear bigger than a woman or one man show.

Simply Speaking Bad Hires Cost Small Business Sales – Part 2

Increase Sales

For my clients both executive coaching, small business coaching clients and corporate talent management clients as well as for myself, this assessment tool has been beyond accurate.

Imagine This Truly Forward Thinking Sales Kick Off Meeting

Increase Sales

Sales Coaching Tip: Execution is still the second greatest limitation to achieving sales goals. Sales Management forward thinking sales goal setting worksheet sales coaching tip sales coaching tips sales goals sales kick off sales kick off meeting sales managers

A New Consciousness for Small Business?

Increase Sales

With my small business coaching and executive coaching clients, the construction of a purpose statement is one of the first actions I recommend. small business Business Ethics Conscious Capitalism executive coaching purpose statement small business coaching

The Key To Unlocking a Sustainable Goal Setting Process

Increase Sales

Today’s sales training coaching tip is after you construct your WAY SMART goal, then emotionalize it. Self Improvement goal achievement goal setting goal setting process goal setting worksheet sales training coaching smart goal

Communication Consistency, So Needed, So Often Overlooked

Increase Sales

Recently in speaking with an executive sales coaching six figure client, she shared her frustration about the lack of communication consistency with her sales manager. Sales Management active listening skills communication consistency sales coaching sales strategy top sales performer

How to Get Rock Star Sales Reps to Train Their Peers


That’s why so many organizations use video coaching and certification exercises to source best practice demonstrations from top sellers in the field for sharing with the broader team. Best Practices Sharing Coaching & Feedback Training & Certification

Video 71

Shift Your Beliefs About Strategic Planning

Increase Sales

This is an indisputable fact no matter what some SMB consultants to executive coaches may say to the contrary.SMB coaching tip: Just look at the graphic and find the word profit. strategic planning belief system beliefs executive coaches profit model SMB consultants strategic thinkin

Great Leadership Is Positive ROI – Part 2

Increase Sales

Executive coaching is a talent management solution for great leadership development. A recent annual survey released by Sherpa on executive coaching suggests positive ROI has taken a backseat (11%) to other measurements.

Sawbucks Are Better than Free

Increase Sales

In education based marketing, many small business owners to savvy entrepreneurs engage in free offerings from assessments to actual consulting time to marketing webinars to sales training coaching workshops.