Are you a sales manager, or are you a sales coach? The two titles, though mutually inclusive, have very different meanings. A manager tells the team what to do, and then sits back and waits for the metrics to come in at the end of the month or quarter. A coach, on the other hand, takes a more hands-on approach and monitors individual reps’ performance in real time.
A lot of leaders are moving towards the sales coach mentality, if they haven’t adopted it already. Technology can help make the transition cleaner because, just as your reps need enablement tools, so do you.
What is Sales Coaching?
If you want to lead your team to victory, you have to get more involved. You can’t simply mandate a one-size-fits-all blanket process and hope for the best. Instead, you need to take a magnifying glass to each rep and tease out their individual strengths and areas of improvement. Then, you’ll have a better idea of which tools they need to reach their targets more effectively.
Think of it like a basketball coach setting up plays for the next game. He knows that even though two players might have the same exact position on the court, they can use very different skills and tactics to drive the ball to the basket. He’s going to analyze those skills and orchestrate practice drills and plays that harness them.
Essentially, a team is never just a single entity. It’s made up of many individuals, and that’s exactly how sales coaches have to think about their own sales force.
Technology Can Take Your Further
Sales coaching is a smart move, but it’s not always easy. How do you find out what tactics your reps are using to close a deal? Does it come from word of mouth? Or through one-dimensional metrics? Neither can paint the full picture that you need.
Luckily, technology can do this part of sales coaching for you. StorySlab can generate accurate real time data for individual reps faster than you can. Not only that, but it takes advantage of machine learning to produce results to make every rep your best salesperson. It can give you the information you need to make decisions and guide every member of your team towards success.
Discover Sales Coaching Technology Today
If you’re ready to embrace sales coaching technology, StorySlab can help. StorySlab is an easy and transparent tracking system that pushes instant metrics on users straight to your screen. It’s not a one-size-fits-all platform, but rather the power of a platform, tailored to your business. It helps eliminate communication gaps and supports the continued training that leaders and their reps need.