Sales Coach

Desired Result

The sales teams you coach have clear plans to increase their performance and bring value to their respective companies. Their sales effectiveness is maximized and they’re constantly acquiring new skills and improving their strategies, measurably increasing their close rates and decreasing their sales cycles.

Guidelines

General

• Can work remotely, from anywhere on the planet
• Benefits from flexible work hours that allows them to work when they’re most productive and flexible vacation days to take breaks whenever needed
• Embraces all of X27’s core values and has outstanding conduct towards both other members and outside stakeholders.
• Always has a mindset of self-sustainability, single-handedly finding solutions to challenges, and spreads this mindset within the entire company
• Works closely with the sales team to assess their skills gap, identify areas of improvement
• Acts as a mentor and is comfortable with multiple selling techniques and styles
• Establishes trust within the team and acts as a reliable source for information, by answering the team’s sales questions and being their go-to person
• Adapts coaching to each person’s skill level, personality, and goals
• Keeps becoming more and more knowledgeable, by reading about current sales trends and coaching practices

Sales Coaching

• Reviews current sales materials and makes improvement recommendations
• Attains and keeps current a deep understanding of every aspect of the sales processes to adapt the coaching process
• Monitors sales objectives and results so they are in line with the individual plans and goals
• Pulls out valuable lessons from each coaching call and ensures those lessons are both (a) shared with the Sales Manager and (b) clearly documented to improve our coaching sessions and processes

Team Management

• Onboard new salespeople
• Have a call with each new sales team member to conduct a skills gap analysis
• Helps each team member define clear goals (weekly, monthly, quarterly, yearly) for themselves in order to advance the company’s goals
• Develops individual coaching plans
• Has weekly 1-1 coaching calls with each team member to:
• Review and work on the exact strategies they are applying
• Provide feedback on each part of the process (industry, scripts, calls, proposal, closing the deal)
• Give suggestions of different tested strategies they can implement
• Review the pipeline and status of each lead
• Evaluate progress and performance
• Hold the person accountable
• Motivate them to learn and become self sufficient
• Holds monthly group coaching calls
• Provides unlimited email support to answer any questions and tackle challenges as they come up
• Conducts extra coaching sessions when needed
• Joins the sales person on lead calls when requested
• Listens to leads calls recordings to provide feedback
• Records each coaching session and shares the recording with:
• The sales person for future reference
• Sales Trainer to improve group training sessions
• Sales Manager for feedback and suggestions
• Implements feedback from the Sales Manager to improve future coaching sessions
• Identifies workflow improvement areas and suggests process improvements
• Uses time tracking tools to track and report on their own hours