How can you create a sales coaching program from scratch?

We can't plan a sales coaching program that fits 100% for the sales folks. Based on previous data of the sales team we have create the actionables. -The approach for this is to know the purpose. -create a framework and timeline for the same If it's a 4-week training Week1: Introduction to product Week2:Calling pitch>>Lead Judgement/Content/Need/Urgency/how to Book Week3:Demo training Week4: Sales Closing Training -We can also do a SWOT analysis. to understand and analyze the internal and external impact of the training. We have to audit the calling pitch and train them again and again for better results. Objection handling coaching is am imp paratmeter. recurring cadences and feedback to improve the coaching and data will show the impact

Manejando un sistema de ventas sencillo, como el de ventas por impulso, donde no sólo enseñas a vender sino implantas un orden en la venta, de esta manera 1) enseñas de 0 a quien no sabe, 2) ordenas los pasos para quien ya sabe pero suele cambiar su orden lo que aveces hace que omita pasos que terminan haciendo que pierda la venta, 3) tienes una manera de saber en que parte del proceso esta la falla, ejemplo no logra ser escuchado, es la introducción, lo escuchan pero no le compran, puede ser la explicación o no sabe cerrar, cierra pero no compran, manejo de negativas. Este tipo de sistemas se enseñan en 3 días,( ya esta vendiendo) reevaluas a los 7 para pulir los puntos mas débiles, y das seguimiento diario por un play roll

Para mi la enseñanza de venta se divide en 3 Día 1: mides abordaje, meta mínima 10-1, de cada diez abordados conversa y detecta necesidades de 1. Día 2: Muestra del producto, espero que de cada 10 personas que mostró en producto el menos 1 compre ( caso de productos de recompra ) casos de 1 compra cada 3 o 4 años, al menos 1 prospecto de cada 10. Mismo caso productos de 1 o 2 veces en la vida Día 3: Manejo de objeciones, aquí es donde pulimos las estadísticas y pasamos de 10-1 a 10-2 o 10-3, etc. Ya qué es dónde empezamos a pulir al vendedor Damos un play roll diario, revaluación a los 7/días para repasar el sistema y debe tener una métrica mínima de 10-3.

sales coaching needs to be implemented in the following manner - with respect to new updates in the product/service - Bottom 35% of performers should be trained in a particular area where they are lagging every 21 days. -Training on how to meet the targets once a quarter -How to manage time and increase productivity once in 2 weeks. -CRM training once a month. - Calling pitch feedback twice a week. - Demo pitch feedback twice a week

Creating a sales coaching program from scratch involves meticulous planning. Designing a structured framework, involving key stakeholders, implementing regular sessions, and utilizing tools like the GROW model are crucial steps to ensure a comprehensive and effective program. Consistency and alignment with organizational goals are key considerations for success.

It’s important to note that training is not a one-and-done approach. Sales coaching is an iterative process that requires continuous improvement and refinement. You need to give your sales coaches opportunities to practice and receive feedback on their coaching skills- helping them become more effective coaches over time.

There are 2 types of Training: i.Technical Training ii. Non-technical Training Technical Training involves: -CRM -Product -content Non-technical Training Involves: -1-1 Discussion -Pitch Training -Objection Handling -How to become more productive -Time Management -How to plan Incentives. -Motivational discussion