Most leaders approach coaching without a plan.
Despite great intentions, sales coaching usually turns into unstructured deal and call reviews.
Ineffective sales coaching shouldn't be a surprise: nearly every company teaches a sales process, but very few teach a coaching process.
Unable to effectively teach, sales leaders overcome the skill gap of their reps by joining their calls to close for them. This practice leads to sales leaders becoming "Super AEs" that are pulled too thin to scale their teams.
How we measure AEs compounds the problem: sales rep progress is tied to quota attainment, not skill progression. Missing quota without knowing why leads to frustrated and disengaged AEs.
The #1 reason Kyle was promoted from an SDR to VP in seven years was my focus on teaching others to sell effectively.
HOW KYLE COACHED:
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Determined which skills AEs needed to excel
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Identified how to assess AEs competency level for those skills
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Designed a coaching framework to teach each skill effectively
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Built a system for ensuring each AE made continuous progress against those skills
RESULTS KYLE EXPERIENCED:
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One of the fastest in Qualtrics' history to promote from an SDR to a second-line leader
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Qualified for President's Club five consecutive years as an AE, front-line leader, and second-line leader
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Had the highest engagement/lowest attrition of any sales leader
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Coached individuals that earned President's Club both as AEs and sales leaders
Now, Kyle's proven approach is available for any sales leader who wants to accelerate their career by helping every team member sell better.
“Your frameworks are worth a multiple of what I paid to learn from them. Thank you for your contribution to our growth.”
- DeJuan Brown, Director, Business Applications - Financial Services at Microsoft