Sure, you monitor productivity metrics, such as how many calls your team made this week and how much prospecting goes on. But all sales leaders know that the only other meaningful way to improve your team’s abilities is through coaching. Quantity metrics only get you so far … at some point, you have to coach for quality. Measurement is always key to this approach, which is why data-based coaching is so important.
Despite its usefulness, it’s probably not surprising that most salespeople feel they don’t get enough coaching from their managers. That sentiment is, in fact, backed by data that says they’re right. The truth is, for lots of leaders, coaching sometimes feels like going to the gym – they know it’s a good thing to do, but it feels like a chore. Fear not. We’re here to help.
What You’ll Learn
We’re going to take you through the steps that top Gong customers use to build successful coaching programs. You’ll learn how to create the right coaching infrastructure and processes, how to conduct great coaching sessions no one wants to miss (really!), and how to use data to focus your coaching. Perhaps most importantly, you’ll learn how to track your coaching’s impact. It’s all moot without data to shape ongoing improvements to your coaching.
There are three main coaching audiences and we’ll take a look at each one: individual coaching, team coaching, and manager coaching. It’s critical that you address all three on your team so that managers aren’t the only ones actively rooting out areas for improvements. When reps proactively surface the moments they struggle with (and the moments they're crushing), the responsibility for continuous improvement is shared. It doesn’t rest solely with the managers. It lets reps take ownership over their improvement process so they have more connections to their own improvement areas. This creates a more efficient and positive atmosphere in which feedback can flourish.
Let’s take a look at what you need to put in place before you build out your coaching program.