What Is A Salesperson’s Role In Executing An Inbound Strategy? They serve as a bridge between marketing and sales and seek to provide a seamless transition between being a prospect and being a customer. They are the primary engine that drives the company’s growth. They play a background role and should only become involved with a customer if… Read More »
How Can Pipeline Meetings Be A Coaching Opportunity? As you review each salesperson’s pipeline, you can teach them the best approach for each sale they’re pursuing. As your salespeople review each other’s pipeline, they can hold one another accountable and share best practices. As your salespeople each review their own pipeline, they can look for places where they… Read More »
How Can A Film Review Be Used As Part Of A Coaching Strategy? As your team comes together to discuss their favorite movies and other topics not related to work, they will build trust with one another and be more open to coaching. As you review recordings of how individual salespeople spend their working hours, you’ll be able… Read More »
True Or False? Allowing Salespeople To Coach Each Other Will Distract From Their Primary Responsibility Of Finding And Closing New Business. True False
Which Of The Following Is A Benefit Of GROW Coaching? It places the responsibility for improvement on the person being coached. It can be implemented without any direct involvement from sales management. It gives the management team more control over individual salespeople. It simplifies the way salespeople report their progress.
True Or False? When You Coach A Salesperson, You Should Spend More Time Listening Than Talking. True False
During The Way Forward Step Of GROW Coaching, What Is Your Role As Coach? Help the rep decide how they will achieve their goal and how you can support them. Determine for the rep the best way for them to achieve the goal. Explain to the rep what they’ll need to do after accomplishing the goal. Ask the… Read More »
During The Options Step Of GROW Coaching, What Is Your Role As Coach? Provide the salesperson with a list of options for achieving their goal. Help the salesperson explore their options for getting from where they currently are to where they want to be. Explore what options the salesperson has if they fail to achieve their goal. Help… Read More »
During The Reality Step Of GROW Coaching, What Is Your Role As Coach? Help the salesperson judge how realistic the goal is. Explain to the salesperson the reality of what they need to achieve. Help the salesperson create a realistic plan for achieving the goal. Help the salesperson evaluate the reality of where they are right now.
During The Goal Step Of GROW Coaching, What Is Your Role As Coach? Set a goal for your salesperson to achieve. Ensure the salesperson’s personal goals are aligned with team goals. Ask the salesperson what goal they would like to set. Work with the salesperson to set a goal for your coaching sessions.