While it takes effort, one-on-one coaching is one way organizations keep sales professionals engaged and productive. But what kind of coaching is most effective? That’s different from person to person. Our State of Sales Report found that Baby Boomers prefer training resources, for instance, while Gen Xers and Millennials prefer strategy reviews.
No matter what, the data is clear: Sales professionals largely value coaching from their managers, but only 26% say it occurs weekly. What’s more, high performers are the most likely to receive regular coaching, and under-performers are the least likely. Since individual sales performance is so closely tied to coaching, it is well worth your time.
Set clear goals
In the State of Sales Report, we found unrealistic sales quotas america phone number list to be the number one reason sales reps want to leave their jobs. Always try to set your reps up to succeed with attainable numbers, so that they don’t feel overwhelmed.
Use data from your CRM to look at your team’s sales capacity. Based on past performance, how much do you think they can realistically sell? Talk about goals and expectations during your one-on-one meetings and leave time for reps to ask questions and voice concerns. You want them to feel motivated and confident about achieving goals, so being clear and realistic is key.