Cracking the Coaching Code Simple Strategies to Drive Sales Team Performance Every Day
Cracking the Coaching Code Simple Strategies to Drive Sales Team Performance Every Day Becc Holland Mark McWatters Head of Business Development VP of Sales Chorus.ai Ambition
What We’re Going to Chat About How to Drive More How to Leverage How to Identify The Top 3 Things Your 1:1s Quota Attainment Your Unicorns to What to Coach Must Have to Accelerate Through Consistent Ignite the Fire on Your Reps On Coaching Momentum Coaching Your Sales Floor
What Stops a Manager from Coaching Don’t Know What Don’t Believe it Drives Unsure How to to Coach On Replicate Top Results Performer
What Should You Coach On? Pick a method, roll out a process, and make sure they’re sticking to it
1. Identify a Methodology Pick a “Classic” Hire a Trainer: 7 Steps of a Methodology: 1. Dan Smith - Cold Call 1. Sandler Selling Winning by Design 2. Challenger Sale 2. Josh Braun 3. MEDDIC 3. MJ Hoffman What to Coach On
2. Measure Against 3. Improve Technique Within Process Adoption That Structure What to Coach On
How to Drive More Quota Attainment Through Consistent Coaching Pick your process
Drive Quota Attainment Through Consistent Coaching 1-4 Steps Have you had the coaching session? Is it documented? Is it tied to data? Is the data tied to quota attainment?
What To Coach For Quota Attainment Activity Quality of Right Right Right Metrics Email Accounts Person Timing Drive Quota Attainment
Process To Coach For Quota Attainment 1 2 4 5 3 6 2 Things Done Well Rank Themselves Reasoning Behind Provide Buyer Provide Email Give Context 2 Areas of Against 7 Pillars Persona the Ranking Improvement & 7 Deadly Sins Drive Quota Attainment
How to Leverage Your Unicorns to Ignite the Fire on Your Sales Floor Replicate your winners’ behavior
Leverage Your Unicorn Your Team Wants to Hear From the Unicorn Team Based Competitions
What To Look For In Your Unicorn Identify Triggers Identifying Their They’re Identify Follow Up Identifying Top Identify Side Process on Leveraging to & No - Show Talk Tracks Behaviors Hunting Accounts Surface Buyer Process Intent Buyer Personas No. of Accounts IPO No - Show Listening to AE ● ● ● ● ● 30s Commercials /Day Funding Prevention Calls ● ● Objection Handling No. of Dark Funnel Post No - Show Cross - ● ● ● ● ● Contacts/Account Hypergrowth Reschedule Departmental ● Time Blocks Exec Churn Multi - Thread Collaboration ● ● ● Content Process Networking ● ● Downloads Training/Coaching/ ● Webinar Attendees Executing balance ● Event Attendees ●
Top 3 Things You Need in Your 1:1s
Top 3 Things You Need in Your 1:1s Real-time Current Initiative Commitments + Performance vs. Goal Progress Action Plans Attainment
Q&A
❤ 7 Steps for a Cold Call Ready to Crack the Code to Your Coaching? Email Becc becc.holland@chorus. ai for your copy! REQUEST A DEMO chorus.ai/request-a-demo ambition.com/demo/
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