Hier erfahren Sie, wie Sie die Ziele des Vertriebscoachings durch strategische Entscheidungsfindung erreichen können.

You can achieve sales coaching goals through strategic decision making by applying the following: 1. Set clear sales coaching goals & objectives. 2. Identify key performance indicators KPI to track progress, and required areas for improvement 3. Develop a sales coaching plan with specific strategies & tactics. 4. Provide ongoing feedback & support to sales team members. 5. Use data & analytics to make informed decisions and adjustments. 6. Regularly evaluate & adapt the sales coaching process to optimize results.

Establish Clear Objectives 1. Define specific, quantifiable goals for the sales coaching program. Targets may include revenue growth, conversion rate improvements, higher customer retention, and more. 2. Ensure program goals align with the overarching strategic objectives and key results defined for the sales organization.

Es de vital importancia definir el o los objetivos ya que esto nos permite implementar la estrategia necesaria para cumplirlo, saber que recursos tenemos y cuales nos hacen falta y a quien se lo podemos pedir para poder cumplir el objetivo planteado. La hoja de ruta debe contener tiempos, plazos que debemos ir cumpliendo para verificar que estamos en proceso de cumplirlo. Y el objetivo debe ser alcanzable, realizable ya que si no es un objetivo con posibilidad de realizar el cumplimiento lo que vamos a generar es frustración. Por esto que detallo considero de vital importancia definir el objetivo.

Analyze Performance Data 1. Review key performance indicators such as lead conversion, average deal size, sales cycle length, and win/loss analysis. 2. Identify performance gaps or weaknesses inhibiting representatives from achieving targets. Take a facts-based approach to inform coaching decisions.

Start with general deal data from your CRM: conversion rates from stage to stage. Compare individual conversion rates to the team average. Once you notice patterns (ex. Rep A has a 20% lower conversion rate from stage 1 to stage 2 compared to the team) go listen to their Stage 1 call recordings. Listening to 5 or so calls will give you an idea of if they are doing something wrong or something they can improve on. This is tedious but necessary.

Lo que no se mide no se puede mejorar... para poder medir necesito apoyarme en los datos y las métricas ya que nos sirven para conocer el Ratio de cada vendedor y del equipo. Conociéndolo puedo ver la zona de dolor, el punto de mejora y las fortalezas, y en base a eso ver que decisión debemos tomar en cuanto a la estrategia, los pasos a seguir y que debemos reforzar para así poder cumplir los objetivos planteados.

This starts with listening to call recordings to diagnose improvement areas for each rep. Provide personalized recommendations for each rep, and talk through them on your next 1:1. You must come to this meeting prepared with examples of where they could improve (snippets from call recordings) + package your recommendations with success examples (additional snippets from call recordings). Always provide the why behind giving these recommendations.

Develop a Targeted Coaching Plan 1. Craft a structured coaching plan delineating customized programs for different sales roles and teams based on gaps identified. 2. Address core skills like prospecting, discovery, presentations, negotiation, and account management in the plan. 3. Leverage existing expertise by engaging top-performing sales managers and representatives as coaches. 4. Incorporate peer coaching and mentorship opportunities.

La PNL nos dice que para saber de que manera comunico tengo que mirar el resultado que produzco. Entendiendolo de esta manera es necesario conocer el equipo ya que coincido en que cada vendedor es diferente y por esa razón sumar coaching individual al grupal nos puede permitir saber que fortaleza y que punto de mejora necesita cada vendedor. Y a quien le sumamos más herramientas con un coaching grupal y a quien le resulta mejor el coaching individual. Si conozco al equipo entiendo que le puede servir y que no a cada vendedor.

This should be done in team meetings. As a coach, you should always bring a call recording or a snippet to the meeting to talk through. Open the discussion, ask reps for feedback or recommendations. This builds a culture of continuous learning, as well as trust within the team.

El saber no ocupa lugar y si queremos contar con equipos profesionales de ventas debemos motivarlos al aprendizaje, que continuamente estén sumando herramientas de aprendizaje. El vendedor profesional debe tener herramientas de ventas, de comunicación, de negociación, de gestión emocional y de conocimiento de producto.

The biggest priority as a manager is to coach. This isn't just providing feedback, it's talking through recommendations, suggestions etc. Always make it clear to your rep why you're giving this feedback, and also ensure that they know that they can implement the recommendation with their own style.

Realizar un seguimiento del equipo ya sea en general y de manera individual para ver si existe un progreso que los acerque a cumplir el objetivo es de suma importancia ya que de esa manera podemos ver si debemos modificar la estrategia, si debemos mejorar solo una parte, ver de que manera impacto en el comercial o en el equipo. Ojo!! Esto no quiere decir que debemos cambiar a cada rato o de manera inmediata la estrategia ya que como todo proceso de transformación lleva un tiempo, claro está que estos tiempos debemos adecuarlos al objetivo que tenemos planteado. Para eso sirve el coaching individual con cada uno de los colaboradores para ver que podemos mejorar, que podemos reforzar y que tenemos que mantener para cumplir el objetivo.

Achieving sales coaching goals requires strategic decision-making. Start by clearly defining your objectives and aligning them with the overall sales strategy. Evaluate potential options and their potential impact on team performance and development. Consider factors like resource allocation, timeline, and risk management. Gather input from key stakeholders, including sales reps and leadership, to ensure buy-in and alignment. Implement your decisions effectively, monitoring progress and making adjustments as needed. By making strategic decisions that support your coaching goals, you'll drive meaningful improvements in sales performance and contribute to long-term success.