Ultimate Sales Coaching Playbook
After 11 years of studying best practices at over 100 sales organizations, we’re thrilled to share The Ultimate Sales Coaching Playbook with you. This document contains the best thinking from dozens of coaches who have built outstanding call coaching programs. We pull it all together for you to rocket up this incredible learning curve. Thank you to our long list of sales training clients over the years who so graciously allowed us to learn how they coach their sales teams.
The Ultimate Coaching Playbook incorporates the best thinking from athletics as well. At the Annapolis vacation home of Gary Milwit in summer 2014, I was introduced to a fast rising high school lacrosse coach, David Gonzales. Over beers and crabs we talked about how sports teams are utilizing a cloud application called Hudl to improve performance on the field. Our vision was to do the same with the largely unused pile of call recordings that exist in most companies. We believe that recordings of interactions between buyers and sellers contain the answer to the puzzle of inconsistent sales performance.
We also reviewed research from firms like SiriusDecisions and Forrester to put The Ultimate Sales Coaching Playbook in context.
Several interesting themes emerged from all of our research over 11 years. These themes were reiterated by users of ExecVision. Make it positive. People want to see and hear themselves doing something good. When people see that their coach highlights what was done well they aren’t defensive.Make it productive. People are open to constructive feedback so long as they don’t feel attacked and can use the feedback to make a change. Make it fun. Game film sessions should be something people look forward to, not dread. Know why you are doing it. Any coaching program needs to start with the end in mind. Follow it step-by-step – it’s easy to implement. We hope you find it’s the catalyst to getting consistent sales performance from your team. Get the Ultimate Sales Coaching Playbook
