5 Secrets of a Sales Coach
The book helps managers coach their salespeople by giving them a framework to:
Identify the (C)hallenge: Of all the challenges a salesperson has, which one will have the greatest impact if addressed?
(O)utline the Path to Success: Prepare for the coaching meeting, just like a salesperson would prepare for a prospect meeting.
Develop an (A)ction Plan: Work with the salesperson to develop an action plan by asking them questions, having them realize their challenge, and getting them to propose a solution.
Identify the (C)onsequences if no Action: Lead the salesperson to realize what will happen if the action plan does not materialize. Consequences need not be punitive.
(H)old Salespeople Accountable: Have the salesperson propose how the manager can support them as they put the action plan into place.
Coaching is the activity that has the greatest impact on individual human performance in a team setting, and that’s especially true in sales. A sales coach observes performance, identifies a challenge, and works to rapidly make an individual better. This book equips current and aspiring sales leaders with the C.O.A.C.H. framework, a tool they can use to effectively and efficiently coach their teams.