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Sales Coaching 101: How To Implement A Successful Rhythm

3 min read
July 6, 2016

The modern customer is constantly evolving, often at an alarming pace. That means that in order to be successful, sales professionals need to be agile and adaptable to these constant changes. A key element of a sales professional’s ability to adapt is their coachabilityDo they take feedback well? Do they apply corrections and instructions positively and diligently? These attributes are all important to consider when implementing sales coaching tactics and managing a sales development team.

While a sales professional’s coachability is an important consideration, it is also important for managers to focus on how they provide that sales coaching to their teams. Developing a sales coaching rhythm that resonates with your team is the best way to help your reps connect with more people, with more sincerity. The best sales managers provide sales coaching that’s timely, innovative and actionable.

Today on SDR TV, we have Salesloft SDR Manager Chuck Jones to talk you through his three tips to implementing a successful sales coaching rhythm. Check out the video below to learn more:

Video Transcript on How to Implement a Successful Coaching Rhythm:

Hey, this is Chuck Jones. I’m one of the SDR managers here at Salesloft. Today, I just wanted to go over three quick tips on how to implement a successful coaching rhythm.

Number one would be to establish that rhythm. So, if you’re the SDR manager, it’s important to lay out how many times over the course of the month you’re going to be meeting, so every Tuesday at 8:00, Kenny and I are going to have a coaching session. So, it’s important to establish that, so it’s repeatable, and Kenny always knows to come prepared.

Number two would be to identify common themes, so as you’re going over these calls week after week, you can begin to realize where the strength of a call typically is. Kenny’s got a solid introduction. He’s got solid questioning throughout the middle of the call. Where can we improve?

The line of questioning and the next steps at the end of the call. So, by being able to break it down and see where the themes of these calls are, that’s where you’re able to really start putting some focus to make the entirety of the call great, not just the individual sections.

Number three would be to be open to trying new tactics. As you’re identifying these themes throughout your calls, and where you’re finding roadblocks time and time again, getting the same results.

That should be an indicator to trying a new tactic, or a new line of questioning, or new opening. So, when you start tracking the results of those new approaches, that’s when you can really start seeing what’s working and what’s not, and really start moving your calls to the next level.

So, as we wrap up, I hope that this was helpful. Biggest thing, invest the time, invest the effort into establishing this coaching rhythm. I’ve seen what’s it’s done for my team, and definitely excited to see what it does for yours. Thanks.

For a more comprehensive look into Salesloft’s internal SDR process, download our free playbook and optimize your sales efforts to start crushing your sales development goals today.