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EFFECTIVE COACHING in 6 Simple Steps

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Derek Shebby
Derek Shebby

The Sales Leaders Guide to EFFECTIVE COACHING in 6 Simple Steps. Come connect with me on LinkedIn and Twitter. https://linkedin.com/in/derekshebby https://twitter.com/derekshebby www.salesin21days.com

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EFFECTIVE COACHING 6 THE SALES LEADERS GUIDE TO IN SIMPLE STEPS
STEP #1 CHOOSE 1 THING YOU NEED TO COACH YOUR SALESPERSON ON... EFFECTIVE SALES COACHING To make your coaching session effective choose only 1 skill at a time to focus on. Choose the 1 that makes the most sense in their development.
STEP #2 PUT THEM INTO A ROLE PLAY TO SEE HOW THEY DO IT TODAY EFFECTIVE SALES COACHING Role play is your #1 tool for coaching. That's how we practice. When you role play the situation, you will find out both how they are doing it today and how they need to improve.
STEP #3 SWITCH ROLES AND SHOW THEM HOW YOU RECOMMEND DOING IT EFFECTIVE SALES COACHING Without being in a live situation, you can best demonstrate how to do the skill correctly by switching roles and showing they how you would respond in the same situation.
STEP #4 PUT THEM BACK INTO THE ROLE PLAY TO HAVE THEM PRACTICE EFFECTIVE SALES COACHING Once they have seen the right way to do the skill, repeat the role play and have them practice until they sound like they are ready to do it live with an actual customer.
STEP #5 OBSERVE THEM DOING THE ACTION WITH A CUSTOMER EFFECTIVE SALES COACHING You must witness the action live to see if the skill was learned. Make sure you are with the salesperson during likely scenarios where this will come up.
STEP #6 PROVIDE FEEDBACK TO REINFORCE THE BEHAVIOR EFFECTIVE SALES COACHING Follow the normal coaching model immediately after the event to reinforce the behavior. Ask them how they feel it went? What did they do well? What do they think they could improve next time?
JOIN THE COMMENTS What skill could you coach your salespeople on today?

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EFFECTIVE COACHING in 6 Simple Steps

  • 1. EFFECTIVE COACHING 6 THE SALES LEADERS GUIDE TO IN SIMPLE STEPS
  • 2. STEP #1 CHOOSE 1 THING YOU NEED TO COACH YOUR SALESPERSON ON... EFFECTIVE SALES COACHING To make your coaching session effective choose only 1 skill at a time to focus on. Choose the 1 that makes the most sense in their development.
  • 3. STEP #2 PUT THEM INTO A ROLE PLAY TO SEE HOW THEY DO IT TODAY EFFECTIVE SALES COACHING Role play is your #1 tool for coaching. That's how we practice. When you role play the situation, you will find out both how they are doing it today and how they need to improve.
  • 4. STEP #3 SWITCH ROLES AND SHOW THEM HOW YOU RECOMMEND DOING IT EFFECTIVE SALES COACHING Without being in a live situation, you can best demonstrate how to do the skill correctly by switching roles and showing they how you would respond in the same situation.
  • 5. STEP #4 PUT THEM BACK INTO THE ROLE PLAY TO HAVE THEM PRACTICE EFFECTIVE SALES COACHING Once they have seen the right way to do the skill, repeat the role play and have them practice until they sound like they are ready to do it live with an actual customer.
  • 6. STEP #5 OBSERVE THEM DOING THE ACTION WITH A CUSTOMER EFFECTIVE SALES COACHING You must witness the action live to see if the skill was learned. Make sure you are with the salesperson during likely scenarios where this will come up.
  • 7. STEP #6 PROVIDE FEEDBACK TO REINFORCE THE BEHAVIOR EFFECTIVE SALES COACHING Follow the normal coaching model immediately after the event to reinforce the behavior. Ask them how they feel it went? What did they do well? What do they think they could improve next time?
  • 8. JOIN THE COMMENTS What skill could you coach your salespeople on today?