What’s The Difference Between Training And Coaching? Training teaches salespeople what they need to do, and coaching helps them improve how they do it. Training happens in group settings, and coaching happens in one-on-one conversations. Salespeople can train each other, but only a sales leader can coach. Training is better for salespeople who are at the beginning of their career,… 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 »
Which Of The Following Is An Example Of An Ineffective Coaching Technique That Should Be Avoided? The sales team has a film review to listen to a sales call a team member ran, and the manager assigns another team member to give critical feedback. During a pipeline review, the sales manager allows the salespeople to ask each other… 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 »
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.
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 »