O slideshow foi denunciado.
Utilizamos seu perfil e dados de atividades no LinkedIn para personalizar e exibir anúncios mais relevantes. Altere suas preferências de anúncios quando desejar.

A Simple Sales Coaching Methodology That Moves the Needle

1.306 visualizações

Publicada em

Watch the webinar at: https://www.brighttalk.com/webcast/14877/237023

Everyone knows that sales coaching is needed. Unfortunately, even when sales managers try to coach, they often focus on the wrong things and don't get the results they hoped for. The solution is ROAM, a coaching diagnostic approach, that when combined with simple models for field training and sales coaching, can help sales managers move the needle on the metrics that really matter.

Publicada em: Vendas
  • Entre para ver os comentários

A Simple Sales Coaching Methodology That Moves the Needle

  1. 1. A Simple Sales Coaching Methodology That Moves The Needle April 5, 2017 10 am Pacific / 1 pm Eastern Sales Expert Presenter: Mike Kunkle Mike Kunkle
  2. 2. Today’s Sales Expert 2 Mike Kunkle Sales Transformation Strategist TransformingSalesResults.com mike@mikekunkle.com Follow Mike & His Content SMM Webinars http://bit.ly/STSTonSMM BrightTALK Webinars http://bit.ly/TheSalesExpertsChannel Blog http://www.transformingsalesresults.com LinkedIn Publisher http://bit.ly/MikeKunklePublisher LinkedIn Profile http://www.linkedin.com/in/mikekunkle Twitter https://twitter.com/mike_kunkle SlideShare http://www.slideshare.net/MikeKunkle Google+ https://plus.google.com/+MikeKunkle Mike Kunkle is a well-known sales transformation strategist, practitioner, speaker, and writer. He’s spent 22 years as a corporate leader or consultant, helping companies drive dramatic revenue growth through best-in-class learning strategies and his proven-effective sales transformation methodology. Today, Mike is freelancing as a writer, speaker, webinar leader, and sales transformation consultant while exploring the market for his next career adventure.
  3. 3. Improve Sales Productivity through… • Sales Analytics + ROAM - Where to focus your Training + Coaching efforts • Sales Talent Development + ROAM - Diagnosing Root Causes (16 Reasons) - How to Train + Coach Agenda Connect the Dots 3 ROAM Results vs. Objectives Activities & Methods Mike Kunkle
  4. 4. Sales Analytics How to Determine: • Where to Focus • What to Coach
  5. 5. 5Mike Kunkle Determining What to Coach The ROAM Method • Results (outcomes) • Objectives (goals) • Activities (what & how much) - What are they doing? - How much are they doing it? • Methods (quality) - How well are they doing the activities?
  6. 6. Determining What to Coach Activity • What/How Much - Lead indicators - Lag indicators Dials Appointments Connects Contacts Conversations Top of the Funnel Management % % % % ROAM Results vs. Objectives Activities & Methods 6Mike Kunkle
  7. 7. Determining What to Coach Opportunity Management Sales Methodology Buying • There are lead and lag indicators throughout • There are exit criteria for each process stage • The quality of methodology determines forward movement • There are conversion ratios for each stage presentqualify develop closevalidateresearchSales Example of process map from http://www.salesbenchmarkindex.com % % % % % Activity • What/How Much - Lead indicators - Lag indicators 7 ROAM Results vs. Objectives Activities & Methods Mike Kunkle
  8. 8. Determining What to Coach Opportunity Management: Sales Process Stages / Conversion 8 ROAM Results vs. Objectives Activities & Methods Mike Kunkle
  9. 9. Determining What to Coach Find the biggest opportunities for growth 9 Opportunity Management: Sales Process Stages / Conversion ROAM Results vs. Objectives Activities & Methods Mike Kunkle
  10. 10. Determining What to Coach 10 Opportunity Management: Sales Process Stages / Conversion ROAM Results vs. Objectives Activities & Methods Mike Kunkle
  11. 11. Determining What to Coach Rep 2 11 ROAM Results vs. Objectives Activities & Methods Mike Kunkle
  12. 12. Determining What to Coach 12 Opportunity Management: Sales Process Stages / Conversion ROAM Results vs. Objectives Activities & Methods Mike Kunkle
  13. 13. Determining What to Coach Rep 1 13 ROAM Results vs. Objectives Activities & Methods Mike Kunkle
  14. 14. Sales Talent Development Field Train + Coach Effectively: • Using ROAM • Diagnosing Root Causes • How to Train + Coach
  15. 15. Sales Talent Development (Train + Coach) Sales Productivity through People • Issues: Diagnosing root causes (ROAM + The 16 Reasons) • Solutions: Matching the right solution to the issue - Train - Coach - Counsel - Manage consequences - Change something • Execution & Follow-up: Implementing solutions & getting results. 15Mike Kunkle
  16. 16. Sales Talent Development Condition Reasons Solutions don’t know something what to do training coaching why to do it how to do it incorrect thinking their way is better coaching counseling your way won’t work something else is more important they are doing it (lack of feedback) misaligned consequences a negative consequence for doing it manage consequences no negative consequence for not doing it a positive consequence for not doing it no positive consequence for doing it constraints obstacles beyond their control counsel change transfer terminate personal limits (incapacity) fear (anticipating failure) personal problems no one could do it * Adapted from Ferdinand F. Fournies 16 The 16 reasons why employees don’t do what they are supposed to do * Issues: • Diagnosing root causes - ROAM - The 16 Reasons) Solutions: • Matching the right solution to the issue Mike Kunkle
  17. 17. Systems Approach: Sales Learning System 17 Ensuring Success Organizationally • Use the right content/sales methodology • Design great learning • Engage managers • Sustain knowledge/transfer skills • Coach to mastery • Measure for success • Manage performance • Lead & manage change Mike Kunkle http://www.mikekunkle.com/2014/07/30/stop-wasting-money-on-sales-training/
  18. 18. Shifting to a Frontline Sales Manager Focus (80/20 rule) 1. Sales Training • Teach content that get results - Ensure your content will get results and design your training effectively. - Assess to ensure the content was learned. 2. Knowledge Sustainment • Assess retention over time - Test to increase retention - Consider a system like Qstream - Use analytics to know where to train/coach 3. Skills Transfer • Validate the rep can use the skills - Use role play and virtual coaching: Prove reps can do it, in a safe, simulated setting - Help them apply with buyers / customers 4. Coaching to Mastery • Role play and coach frequently - Continue with role play and video coaching - Use field visits and phone observation - Use an effective coaching model 18Mike Kunkle
  19. 19. A simple method that works The magic is in the execution • I tell them  They tell me • I show them  They show me (roleplay) • I do & they observe  They do & I observe • We review (coach) their performance together Field Sales Training + Coaching 19Mike Kunkle
  20. 20. A simple method that works The magic is in the execution • I tell them  They tell me • I show them  They show me (roleplay) • I do & they observe  They do & I observe • We review (coach) their performance together Coaching Training Field Sales Training + Coaching 20Mike Kunkle
  21. 21. Field Sales Training + Coaching (Check-ins) Extending the Review phase with Check-ins • I tell them  They tell me • I show them  They show me (roleplay) • I do & they observe  They do & I observe • We Review (coach) performance together Review Check-in Check-in Check-in 21Mike Kunkle
  22. 22. Extending the Review Phase with Check-ins Who Coach & Sales Rep What • Phone call, virtual meeting, or face-to-face meeting • Review of Results | Objectives | Activities | Methods • Set performance goals, develop solutions, create an action plan Why Even the best players need a good coach to improve How  Review Results/Objectives  Review Activities  Observe Methods  Set Performance Goals  Explore Possible Solutions  Select the Best Solutions  Create an Action Plan Field Sales Training + Coaching (Check-ins) 22Mike Kunkle
  23. 23. Field Sales Training + Coaching 23 Once the basic Training and Coaching (Review) are done, you can evolve Coaching to: Mike Kunkle This is where full Developmental Sales Coaching kicks in. Previously, you were coaching what was taught in training. Now, you are coaching more broadly.
  24. 24. Ongoing Sales Coaching 24 Diagnose | Plan | Do | Review • Diagnose: Assess the situation for improvement possibilities - Continue to use ROAM (Results, Objectives, Activities, Methods) - Through reports/results, identify “what is” (Point A) - Compare to Objectives and through questions and discussion, jointly determine “what should be” (Point B) • Understanding check: Rep summarizes to ensure mutual understanding Mike Kunkle
  25. 25. Diagnose | Plan | Do | Review • Plan: Agree on the plan to close the gap between Point A and Point B - Lead by questions to engage, foster involvement and gain commitment - Discuss options, gain consensus on which to try, and create an action plan - You are the guide or Sherpa – your rep must be engaged, thinking & participating • Understanding check: Rep summarizes to ensure mutual understanding Ongoing Sales Coaching 25Mike Kunkle
  26. 26. Diagnose | Plan | Do | Review • Do: Execute the plan - Give the rep room to try their plan and make mistakes and/or succeed - Keep the door open for the to reach out for help before you meet again - Observe or conduct field coaching as requested or necessary, to assist • Understanding check: Rep executes and managers observes or rep reports progress Ongoing Sales Coaching 26Mike Kunkle
  27. 27. Diagnose | Plan | Do | Review • Review: Meet specifically to review plan outcomes/results - Listen to details, ask questions, gather information, understand what happened - Determine whether to cycle again through DPDR or consider other alternatives - Use the previous Review/Check-in model • Understanding check: Rep summarizes to ensure mutual understanding Ongoing Sales Coaching 27Mike Kunkle
  28. 28. Review: Connecting the Dots Sales Analytics ROAM Results vs. Objectives Activities & Methods 28 Training Coaching16 Reasons Check-in Reviews Mike Kunkle
  29. 29. Appendix A Simple Sales Coaching Methodology That Moves The Needle
  30. 30. Appendix: Resources Reading and resources for sales training from Mike • http://www.mikekunkle.com/2014/07/30/stop-wasting-money-on-sales-training/ • http://www.mikekunkle.com/2016/08/24/how-sales-training-sales-managers-can-partner-to-drive-results/ • http://thesalesblog.com/blog/2014/03/24/training-and-coaching-is-not-expensive/ • https://www.linkedin.com/pulse/20141006015758-834966-sales-onboarding-twice-as-good-half-the-time Reading and resources for sales coaching from Mike • http://www.mikekunkle.com/2014/08/12/simple-sales-coaching-practices-that-get-results/ • http://www.mikekunkle.com/2015/02/07/for-better-sales-coaching-results-ram-your-reps/ • https://www.linkedin.com/pulse/20141020050435-834966-simple-methods-to-improve-sales-rep-performance • http://www.mikekunkle.com/2013/03/31/improve-your-sales-coaching-with-two-simple-steps-part-1/ • http://www.mikekunkle.com/2013/04/02/improve-your-sales-coaching-with-two-simple-steps-part-2/ • http://www.mikekunkle.com/2013/04/03/improve-your-sales-coaching-with-two-simple-steps-part-3/ 30Mike Kunkle
  31. 31. Appendix: Resources Reading and resources for sales coaching – from others • http://blogs.richardson.com/2012/12/12/evaluative-vs-developmental-feedback-why-sales-leaders-must-understand-the-difference/ • http://newsalescoach.com/2013/12/sales-manager-why-dont-you-formally-meet-11-monthly-with-every-salesperson/ • http://salestrainingconnection.com/2014/06/18/training-sales-managers-to-coach-the-good-the-bad-and-the-ugly/ • http://salestrainingconnection.com/2014/09/22/sales-coaching-what-are-you-doing-for-your-top-sales-people/ • http://processspecialist.com/increasesales/sales-training/reason-sales-training-coaching-programs-fail/ • http://thesalesblog.com/blog/2012/02/02/the-differences-in-sales-coaching-and-sales-training/ • http://thesalesblog.com/blog/2012/02/03/the-differences-in-managing-and-sales-coaching/ • https://www.linkedin.com/pulse/article/20141020145914-167224-you-need-a-sales-coach/ • http://www.forbes.com/sites/scottedinger/2013/06/25/how-great-sales-leaders-coach/ • http://www.cmoe.com/blog/where-should-i-focus-my-sales-coaching-efforts.htm/ • http://jackmalcolm.com/blog/2011/04/sales-coaching-make-them-work-for-it/ • http://thesalesblog.com/blog/2014/02/21/non-directional-coaching-isnt-soft/ • http://jackmalcolm.com/blog/2011/06/coaching-salespersons-mindset/ • https://www.astd.org/Publications/TD-at-Work/2008/Sales-Coaching • http://partnersinexcellenceblog.com/?s=coaching 31

×