If you are wondering what you should do exactly to improve your sales coaching efforts and make your sales team more successful, here is a brief list of the things that you need to do to ensure a better and more effective Group Sales Coaching. First, you should start by keeping a proper track of all of the conversion metrics. This you should do on a regular basis, preferably every month. This will help you to know about the increase or decrease in deal velocity, the rise or fall in close rates, and more. Accordingly, you should plan your future course of actions.
Note the areas lacking
Next, you should take note of those specific areas that you feel are lacking and needs immediate improvement. This could be the emails of the sales reps sent before, during or even after a meeting with a customer. It could also be the meeting with the customer for a demo of the product. Therefore, you should look at the demo to close ratio as well. also check all those specific metrics that are applicable to the sales process on the whole.
Make proper comparisons
Your sales team will comprise of different individuals. It is needed by all of them to work in a perfect harmony and work towards achieving the common goal: success for your business. However, to maintain a healthy competition, you should also compare the performance of each sales rep so that you can create the best sales coaching strategy. The few specific areas of comparison include whether the reps are skipping any stage of the process such as the discovery call and moving straightaway to the demo stage, to save time. When the resp move too fast it may result in a failed meeting or sales closure, generic and low-value presentations, and decreased win rates.
