What Day is Your Coaching Day? | Sales Strategies – Info Sales

May 4, 2018

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I’ve always been a fan of coaching sales reps on a given day. I love it when you have a consistent date and time where you coach your entire team one-on-one. However, managers often come up to me and say, “Colleen, it’s exhausting.” While it can be exhausting, it can also be exhilarating.

There’s a very important reason why you need to coach all of your sales team on the same day. Let me tell you a story that happened to me recently with one of my clients.

My first call of the day was with a sales manager who we were talking through a particular challenge and she came up with a great idea. I immediately thought to myself, “Every other manager needs to hear this idea and implement it.” I hung up the first call and went on to my second call.

During my second call, I was able to say, “You know, Chris had this really great idea this morning that I think would work for you because…” That coaching subject said, “Wow! That’s a great idea.” I was also able to do that on the third, fourth, and fifth call as well.

I would have never thought of that idea if Chris hadn’t given it to me first thing in the morning and it donned on me that that’s the secret sauce of coaching everybody in one day.

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This works because we know that salespeople believe salespeople first. They’re going to believe their peers and colleagues before they believe a manager. So if you’re able to say that one of your sales reps was successful doing something one way, your other sales reps will be more likely to implement the same tactics.