Why You Need To Coach Your Salespeople Properly With Genuine Data

<p>I hope this interview upsets a lot of you. You need a kick up the arse if you are not coaching effectively. Telling is NOT coaching. Coaching is NOT OPTIONAL. NOT, NOT, NOT optional. And now you have no excuse under the corona lockdown because you can't hide behind being stuck in meetings or foreign travel</p> <p>Coaching is a board level issue. Ignore this fact at your peril.</p> <p>Visit <a href='https://www.linkedin.com/pulse/sales-coaching-board-level-discussion-richard-smith'>https://www.linkedin.com/pulse/sales-coaching-board-level-discussion-richard-smith</a> if you question this fact.</p> <p>Dynamic coaching can deliver a 27.6% improvement in win rates for forecasted deals. Even a formal approach to coaching can deliver a 13.5% improvement in win rates. (CSO Insights)</p> <p>Those sales people who aren’t coached are 27% MORE likely to miss quota than those who are coached.</p> <p>#RichardSmith is Sales Director at #Refract.ai. Refract record and analyse sales calls and coaching calls to help managers improve their coaching of their salespeople. Their AI analyses the call and helps managers pinpoint teachable moments drawing on the millions of calls from which they have captured. </p> <p>What was the talk time balance? Use of verbs and adjectives? How silence was used (or more likely NOT used!)? Emphasis, nuance, when specific topics are brought up in the call e.g. price, competitors, specific objections and how they were handled or neutralised.</p> <p>Coaching is NOT an option if you want to see performance of your salespeople rise. It is an act of gross negligence by you as the manager to fail to coach your people. It is an act of stupidity, ignorance and idiocy (am I making the point forcefully enough?) and should be seen as an act of gross misconduct.</p> <p>Leaders, you are not free of blame. Stop over-burdening sales managers, who have the most precarious position in your business with utterly onanistic reporting to feed your bean counters with data that is frankly inaccurate and often potentially