Play #048 Coaching Tips for High Performing Sales Team
Great Leaders are Great Coaches
Each week, I bring you battle tests, sales plays, and learning lessons from my experience as a Founder, VP of Sales, and my current role as the VP of Sales at Leadium where we help world-class B2B sales teams drive revenue through our done-for your top-of-funnel services.
Sales is an ever-changing art form that requires regular training for consistent results. This logic applies to high-performing sales teams even with years of experience and unshakeable confidence. I want to highlight some of the most impactful sales coaching techniques that can help your high-performing team further refine their craft.
Challenging Top Performers to Exceed Expectations
Sales targets constantly move with new business offerings, technological advancements, customer demands, and market trends. Top performers must stay updated about the latest changes and movements in sales practices, such as sustainability practices and value-based selling. By doing so, teams can set new goals beyond expectations to improve earnings and customer responses.
Implementing Peer-to-Peer Coaching and Knowledge-Sharing Initiatives
Identifying each top-performing sales representative's unique strengths, capabilities, and experiences enables coaches to pair them with relevant and impactful strategies. Peer-to-peer coaching and knowledge-sharing empower sales teams with diverse tactics for approaching and engaging various target crowds. Peer-to-peer coaching allows mentors and mentees to pool their resources, perspectives and thought processes to discuss the most effective method of overcoming complex sales challenges.
Leveraging Data Analytics to Identify Areas for Improvement
Lessons in sales analytics provide high-performing teams with a more detailed understanding of their selling success. These analytics provide descriptive, diagnostic, predictive, and prescriptive information for boosting ongoing sales strategies. Sales teams can apply measurable methods to achieve consistent results. Data-driven insights gathered from your sales practices also provide information on the most popular and interactive channels for driving maximum traction. These may involve evaluating the significance of channels like emails and video calls in closing a sales deal.
Tailoring Coaching Approaches Based on Individual Strengths and Preferences
Personalized coaching techniques can help optimize learning outcomes by leveraging individual strengths and abilities. Sales coaches identify the respective strengths and preferences of contributors within high-performing teams through regular and transparent communication, as well as setting up peer mentoring programs for accurate reviews to boost sales performance. A SWOT analysis (Strengths, Weaknesses, Opportunities, and Threats) can also provide coaches with a thorough assessment of a sales team's training needs and available industry opportunities.
Encouraging Innovation and Experimentation Within the Team
Innovation and experimentation are necessary for scaling and meeting the latest sales objectives. As such, coaches must emphasize how these two qualities affect the sales roadmap for teams. Coaches should also approach innovation and experimentation with specific, measurable, attainable, relevant, and time-bound (SMART) goals. A practical process of innovating and experimenting with relevant metrics enables high-performing sales teams to make the needed adjustments for optimizing every campaign.
Top-performing sales teams should receive regular coaching to help each team member deliver winning results while growing and succeeding in complex market conditions. Coaches can offer the most value-added sales classes with data analytics, peer-to-peer dynamics, and personalized training techniques. Through coaching, your sales team can effectively overcome the traditional boundaries of sales and pave the path toward continuous growth and success.