1. Is Your Sales Coaching
Getting You the Win?
From InsightSquared and Steve Richard of Vorsight

2. We at
InsightSquared
heard Steve
Richard, the
CEO of
Vorsight, speak
at the
OpenView
Venture
Partners
Outbound
Lead
Generation
Management
Workshop.

3. He gave a talk
titled
“Qualitative
Performance
Measurement
& Developing
a Team of
Rockstars”.
We were so
impressed that
we felt
compelled to
compile our 12
favorite pieces
of advice from
his talk in this
presentation.

4. 1. Pulse on the organization
Are your sales reps aware of the company’s big picture
and long-term goals?

5. 1. Pulse on the organization
Is the sales team plugged into how the rest of the
company is doing?

6. 1. Pulse on the organization
Are they aware of what people are saying about the
company and their team, both externally and
internally?

7. 2. Performance Improvement
Inspire your prospecting team to improve its
performance so that the whole team can sell more
stuff.

8. 2. Performance Improvement
Let them know that there is always room for
improvement and learning.

9. 3. Good Messaging
Make sure all reps on your prospecting team are on
the same page.

10. 3. Good Messaging
It is critical that your reps are consistent in promoting
the same message about your company, products, and
services.

11. 4. What’s working/what’s not
Are your reps’ prospecting techniques working?

12. 4. What’s working/what’s not
Focus on repeating specific aspects that are working
well and eliminating methods that are not.

13. 5. Improve engagement
The best prospecting teams engage regularly, not just
with clients, but also with each other.

14. 5. Improve engagement
Reps who are well-engaged with their customers and
teammates will develop better client relationships and
more collaborative work habits.

15. 6. Continued learning
Learning never stops. Instill in your reps an attitude of
continued learning every day.

16. 6. Continued learning
Encourage them to learn from mistakes and constantly
seek new knowledge and prospecting methods.

17. 7. Learn from each other
Collaboration is essential in a sales team.

18. 7. Learn from each other
Help your prospecting reps understand that there is a
great deal they can learn, not only from the sales
coach, but also from each other.

19. 7. Learn from each other
One rep who had great success with one method could
share his tips and tricks with the rest of the team.

20. 8. Retention
Amid the continued learning of sales and
prospecting, it’s critical to constantly reinforce old
lessons to ensure that reps are retaining that
knowledge.

21. 8. Retention
Review lessons from training in regular, one-on-one
coaching meetings.

22. 9. Confidence
Your prospecting reps should have the utmost
confidence in their own abilities.

23. 9. Confidence
Confidence will help them make the best calls, host
the most effective demos, and close more prospects.

24. 9. Confidence
As sales manager, it’s your job to encourage them and
give them the occasional ego boost. Be sure to let
them know that you appreciate their hard work.

25. 10. Attitude
Positive attitudes are infectious. Your reps will look to
you, the sales coach, to set the example.

26. 10. Attitude
Spread positivity throughout your team from the top
down, starting with you.

27. 11. Teach problem solving
Sales coaching is not about telling reps what to do; it’s
about teaching them how to do it.

28. 11. Teach problem solving
The best sales coaches instill in their reps an ability to
proactively solve their own problems.

29. 12. Rewards
Sales coaching should not be all about constructive
criticism and assessment. There should be plenty of
opportunity to recognize your best performers.

30. 12. Rewards
Rewarding top sales reps in a public setting gives the
rest of the team a concrete incentive to work even
harder.

31. Thank you for viewing our presentation!

32. You can visit our website at
http://www.insightsquared.com/ and our blog at
http://www.insightsquared.com/blog/

33. Photo Credits
“Coach Don Lear” Courtesy of Ed Uthman
“Steve Richard portrait” Courtesy of Steve Richard
“Runner crosses finish line, Harvard Stadium” Courtesy of the Boston Public Library,
Leslie Jones Collection
“stack of wrapped biscotti” Courtesy of Eunice (sleepyneko)
“At a dinner in his honor, Herbert H. Lehmen reads with Jacob Potofsky and David
Dubinsky looking on, January 31, 1943” Courtesy of the Kheel Center, Cornell
University
“Materials Test Reactor” Courtesy of Idaho National Library
“Teams Canada and Finland” Courtesy of Scazon
“11th Annual Chicagoland Learning Leaders Conference” Courtesy of Dirk Tussing
“Learning” Courtesy of CollegeDegrees360
“Glass jars of every size” Courtesy of Ross Catrow
“Wave your hands” Courtesy of Kevin Galens
“Jeff Gives a Thumbs Up!” Courtesy of Infusionsoft Sales & Marketing Software for
Small Businesses
“Rubik’s Cube 3” Courtesy of Jessica Rossi
“Ribbons” Courtesy of James Saunders
“Salman Ahmad inspires the audience to sing and clap along” Courtesy of M. Elizabeth
Williams, Girl + Camera LLC, and TEDx NJLibraries