Coaching
Learn how enablement can deliver impactful coaching, maintain consistent rep behaviors, and measure impact to iterate and improve.
4 hours estimated time
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4 Lessons in This Course
Lesson 1: Sales Coaching Framework
The key to effective coaching is to provide a structured, guided approach that enables frontline managers to coach their teams in a consistent and actionable way. Learn how sales enablement can provide a clear framework for coaching that empowers rep development and drives accountability.
Lesson 2: Preparing Sales Managers to be Effective Coaches
Sales enablement can help sales managers develop the skills necessary to coach their teams effectively. Impactful coaching focuses on the needs of reps to help them better serve the needs of customers. Learn how sales enablement can support managers in setting standards, prioritizing coaching, providing constructive feedback, and building trust with reps.
Lesson 3: Breakthrough Virtual Coaching
Sales enablement needs to redesign their coaching programs to deliver effective coaching through virtual means, which is no small feat. Learn how sales enablement can help regularly coach, leverage tools in creative ways, and track progress in order to nurture a strong coaching culture in a virtual world.
Lesson 4: Measuring Sales Coaching
To identify whether sales managers are making a real difference in their reps’ performance, sales enablement can leverage both quantitative and qualitative approaches focused on coaching quality and cadence. Learn how practitioners can use competency improvement, rep productivity, team performance, and qualitative feedback to measure coaching effectiveness.
