Sales Coaching: The Ultimate Guide

Hubspot Sales

Imagine your sales team performing 19% better month after month. Research from the Sales Executive Council (SEC) examined thousands of salespeople and found receiving quality coaching helped them improve long-term performance by upwards of 19%. Examples of Sales Coaching.

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.

How Can I Tell If I Have Qualified Prospects?

The Sales Hunter

We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. Your greatest competitor in sales is the “no decision.”

Sales Coaching, One Size Never Fits All!

Partners in Excellence

Too often, our sales coaching, if we do it, really misses the mark. We tend to look at things the same way, coaching our people the same way–when what they really need may be very different. ” How should we be coaching Pete and Kevin to improve their performance?

Friday Five – When Prospective Buyers Disappear

Score More Sales

Sales Tips sales strategy sales coachingYou know what happens – great conversation with a future customer of yours, and then the conversation goes silent. Radio Silent. They don’t return your calls or emails – even if you had multiple interactions. What to do?

Buyer 223

Sales Coach - Lessons from Lincoln

Anthony Cole Training

Even though I recognize there is a lot of excitement over everything Lincoln as of late, I am not tying Lincoln to sales coaching as part of a marketing or search ploy. These are three awesome lessons for all of us who desire success in sales, sales management and selling.

Speaking of Prospecting.

The Sales Heretic

How would you like a prospecting opportunity that’s not only free, but includes a meal in the bargain? Sales coach keynote prospecting seminar speaker speaking speech trainer trainingThey’re occurring all around you, five days a week. Local service clubs (Lions, Rotary, Moose, Optimist, Kiwanis, Knights of Columbus, etc.) are constantly in need of speakers for their regular breakfast and lunch meetings. As a professional [.].

How Can I Tell If I Have a Qualified Prospect: Confidential Information

The Sales Hunter

So, you think you have a great prospect; however, why do you think they’re even interested in you or what you sell? Sales is a two-way street. In the prospecting phase, your objective as early as possible is to get the prospect to share confidential information with you.

3 Questions That Will Make You a Better Sales Coach

Hyper-Connected Selling

T hese days you can find a coach to help you with everything from your golf swing to your marriage to your life. That certainly applies to sales skills. If you are a sales manager, director, or VP, it’s important to realize that sales coaching is key to getting better results.

Sales Coaching Tip: 3 Words to Change Your Sales Results

Increase Sales

What would happen to your ability to increase sales results if you just remembered three (3) words in all your interactions with sales prospects, sales leads, colleagues and clients? Do you possibly think you could change your sales results? Sales Coaching Tip: Do.

Is Sales Coaching Dead?

Partners in Excellence

I recently read a post, “Is Sales Coaching Dead?” In assessing, 17 critical sales management competencies, the survey ranked Sales Coaching as the most critical competency–5.8/7.0, Coaching was ranked 10 in terms of driving performance.

Sales coaching at scale in 2019: How to improve performance across Sales teams


Successful Sales is a combination of art and science. Modern analytics platforms provide data at a breakneck pace that can galvanize the Sales process. But Sales is still about the perfection of communication, at its essence. That’s why Sales coaching is so important. .

Leveraging To Unlock Sales Coaching Opportunities

Sales coaching for organizations can sometimes feel like a thankless task, but it’s a critical step to building a successful sales team. Coaching from a sales leader is an effective method for empowering sales reps. Drawing on the insights from a battle-tested sales leader can provide a sales rep with the insights they need to overcome objections, prioritize prospects, and close more business.

Knowing the Customer’s Timeline to Buy – How Can I Tell If I Have Qualified Prospects?

The Sales Hunter

A prospect who was never inclined to make a decision in the first place; their intention was purely to gain more information. Often, your prospect won’t freely give you the information you need right away. Move the prospect into a different sales or marketing pipeline.

Automating Sales Coaching

Partners in Excellence

The sales automation suppliers are catching onto the idea of leveraging technology for sales coaching. I’m not a complete dinosaur, I think there is a huge place to leverage technology to complement coaching by managers.

A Sales Coaching Question: Is Your Company Buyable?

Increase Sales

A sales coaching often unasked question: “Would you buy from your company?” ” If not, possibly, now is the time to consider answering this sales coaching question, truthfully. With the availability of information courtesy of the Internet, sales leads, ideal customers, prospects can discover whether your company is credible. In many instances when companies are bought by prospect, this is an emotional experience reaffirmed by facts.

PODCAST 52: Building Sales Coaching and Training Framework w/ Rob Jeppsen

Sales Hacker

This week on the Sales Hacker podcast, we interview Rob Jeppsen , CEO of Xvoyant and host of the Sales Leadership Podcast. If you missed episode 51, check it out here: Approach Sales with Gap Selling w/ Keenan. How to build a sales coaching environment.

What Do You Talk To a Sales Coach About?

Score More Sales

It may seem obvious that you would talk to a sales coach about closing more sales, but in fact there are many topics that clients talk with me about so I thought I’d share them. I will also share some basics when looking for a sales coach. How to prospect.

Weekly Roundup: Sales Coaching, Target Markets, Sales Enablement + More

The Center for Sales Strategy

> How to Get the Most Out of Time Spent Coaching Your Sales Team — LinkedIn. Sales managers are master jugglers. No wonder so many sales leaders find themselves short on time when it comes to meeting with their reps and providing personal guidance. - MOTIVATION -.

Sales Coaching - Are You Stuck in a Groove & Rewarding Participation?

Anthony Cole Training

Unfortunately, sales managers may find that their "LP has a scratch" and their "needle is stuck". Once again, I feel compelled to shed more light on the subject of coaching sales people and how it is tied to performance management. The Bell Curve Dilemma in Sales Management.

Sales Coaching Lessons from the Baseball Files

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As evidenced by one of my book titles, Baseline Selling , I have frequently borrowed from Baseball when the analogy is more useful than the sales message. There is no area that will have more impact on sales than coaching.

Demonstrate Effective Selling - Keys to Successful Sales Coaching #3

Anthony Cole Training


Avoid These 2 Common Sales Coaching Mistakes


This is a quote from the immortal Vince Lombardi, considered by many to be the greatest coach in football history. It’s also a quote that should be taken to heart by sales managers. It often happens that when sales managers sign up for that leadership role, they often are lacking in the skills of one major responsibility: imparting the knowledge of what made them successful. Mistake #1: Missing an understanding of the difference between coaching and training.

Debriefs Effectively - 2 of 9 Keys to Successful Sales Coaching

Anthony Cole Training


Top Kurlan Articles on Sales Coaching

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan There are probably topics which I've written about more often than coaching salespeople, but none that are more important nor have greater impact than coaching salespeople. Sales Process - Top 10 Reasons Why Sales are Lost.

A Sales Coach’s Tactical Guide on Setting the Right Goals for Sales Reps

Sales Hacker

Part 4 of this sales coaching series focuses on the right coaching goals for sales reps. Article overview: 1) Sales coaching is not a beat-down. 2) Sales Coaching: What salespeople say versus managers/leaders. Coaching is very similar.

Prospecting Existing Accounts


But the sad truth many of those don’t have any prospect list of potential customers which is quite unbelievable. Prospecting Existing Accounts: Being a professional sales coach and speaker, Phil M Jones has made it his life’s work to demystify the decision-making process.

The Easy Peasy Way to Start Sales Coaching


Every year new research shows the impact of individual sales coaching. It seems most sales leaders “get” that we are supposed to coach our reps. My reps are all experienced and know what to do; so they don’t need me coaching and wasting their time.

A Key Part of Sales Coaching Most Sales Leaders Don’t Do

A Sales Guy

As sales managers, it’s our job to coach. Good sales coaching or sales people development starts with observation. I talked about the three steps to coaching a while back; observation, description, and prescription. Far too often, I see sales leaders reacting to what they see in their people. Coaching is about evaluating what we see, however evaluating what we see in the absence of what we WANT to see is a problem.

Hiring Additional Sales Reps is Not the Only Way to Make Your Number in 2019

Sales Benchmark Index

Entering 2019 your organization has aggressive revenue goals. You are on the hook to deliver a human capital recommendation that can support the aggressive plan.

Why Consultative Selling Does Not Work for Prospecting

Sales and Marketing Management

He told me that he was reaching and having brief conversations with some prospects but those conversations went nowhere. He said he was trying to be consultative, to elicit details and to drill down on prospect objections. He has been in sales for many years.

The Smart Approach to Prospecting

Engage Selling

Prospecting – every salesperson knows how crucial a step this is to creating consistent sales and remaining profitable. Neglect prospecting and you may not feel the pain today, but the future will surely reflect your negligence!

How to Really Connect with Prospects

Engage Selling

You could be the world’s greatest salesperson selling the world’s best product, but if you can’t connect with your prospects, will your sales results reflect your expertise?

What is a Sales Coaching Culture?


However, there is another type of culture that is more effective at retaining employees in the long term and ensuring they continue to learn and grow with your organization — something known as a coaching culture. A coaching culture is not just an added perk for your employees; it is essential to help them advance professionally and perform at their best. For your sales team, consistent coaching and regular feedback makes all the difference in their overall attitude and performance.

Sales Prospecting: Interview with LeadFuze

Engage Selling

We discussed a much talked about (but seldom understood) subject…prospecting. I even shared a formula to calculate exactly how much prospecting you should be doing to hit your sales goals. I recently sat down with Michael Lambourne from LeadFuze.

Identifying Your Target Prospects

Engage Selling

In today’s podcast I’ll explain how to identify your top prospects using the data from the exercises in the last podcast. In today’s podcast I’ll explain how to identify your top prospects using the data from the exercises in the last podcast.

Sales Coaching

Sales Overdrive

Sales Coaching and Things to Consider for Sales Leaders and CEOs. This is the third article in a series related to seven key areas that drive sales and revenue growth performance for organizations involved in business to business (B2B) sales of products and services. The first article focused on recruiting the optimal company-owned or outsourced sales force. The characteristics and behaviors that typify a great sales coach will also be explored below.

Why Your Prospects Are Ghosting You (And 3 Ways to Stop It)

Hyper-Connected Selling

You had a great conversation with your prospect. Instead of telling salespeople or potential professional partners “no”, prospects cut off communication and become impossible to reach. This isn’t the same problem as when you are first reaching out to a prospect.

Top Sellers Treat Prospects Like This…

Engage Selling

How much attention are you paying to the way your sales team is engaging with their buyers? Well, there’s a big difference between the way mediocre or poor performers interact with their buyers compared to how top … Read More » Observations from the real World client attraction Client Communication client loyalty client relationships Client Success closing sales Colleen Francis customer loyalty Customer Service Engage Selling Engage Selling Solutions Goal Setting Lead Up!

The Sales Coach’s Gatorade Shower Moment—How to Turn Your Team into Raving Coaching Fans


So—you’ve found the time to coach and you’ve scheduled face-to-face meetings. What can you show them with that will help them meet quota or beat their previous best or blow away their sales goals? Great coaches turn their teams into raving coaching fans. Your first priority as a coach is to help your reps get to a point where success is inevitable. There are many activities and skills that help a rep move the sales needle.