Master the Art of Sales Coaching with This Handy Pocket Guide
December 5, 2018
People get promoted to sales leadership positions for many different reasons. In most cases, it’s just because they’re dang good at selling, and earned their way up the ladder. Top performers are the ones that organizations want guiding their teams, setting a worthy example and instilling productive habits.
Certain aspects of sales leadership and management come naturally. One that often does not is sales coaching. Knowing what selling style works best for you, and even knowing what style will work better for one of your reps, is entirely different from communicating that knowledge and driving a change in behavior.
Luckily our new Sales Academy resource, Master The Art of Sales Coaching, is here to help. Within this handy 10-page pocket guide, you’ll find a number of data-driven tips and tactics for making a positive difference with your reps amid balancing the many other responsibilities of sales leadership.
Coaching is a Critical Cornerstone of Sales Leadership
We wanted to get a clearer picture of sales coaching’s true impact. So we recently rolled out a program to all LinkedIn sales managers globally, and what we found was that coached reps attain quota at an average rate 22%-26% higher than their non-coached peers.
In addition, our top 10 managers in North America coached more than other managers and drove higher impact, with their top reps seeing an approximately 32% improvement in quota attainment compared to other top reps in the region who weren’t coached.
These insights serve to reinforce the vital importance of this sales leadership initiative. And lest you think there’s a willingness barrier, note that survey results indicate a majority of reps (60%) say they could use more coaching today than they receive from their managers.
It’s all about crafting an approach that works, and can be customized to the needs of each individual. Master the Art of Sales Coaching will show you how to:
- Understand the various roles of a sales manager: teacher, relationship builder, sales coach, sales driver, sales support
- Recognize the key differences between teaching, mentoring, and coaching
- Differentiate between feedback and coaching, which are not one in the same
- Create a sales coaching best practices framework
- Become an expert at “facilitative listening”
In 2019 and beyond, well coached sales teams will further separate themselves from the pack. Make sure you’re prepared to guide your team to new heights by downloading Master the Art of Sales Coaching, and once you’ve got that down, you can check out all the learning materials available through LinkedIn Sales Academy.