Whether you’re working with a brand-new rep or challenging a top performer, coaching is an essential aspect of building a winning sales team. How do you coach reps to greater success? If you’re not using digital sales coaching, here are just a few reasons to consider updating your methods.
Get with the Times
You probably remember the ride-along. Your manager would monitor your performance in the field, providing feedback based on observation. It’s a sound strategy, or at least it was before sales technology. Now, in-depth analytics provide the same level of insight offered by observation – only better. Analytics report:
• Who reps meet with and call on
• The content they share
• Prospect interaction with your reps and your content
• And more…
You can learn everything from which videos are most watched to what content is rarely used. It’s easy to see why relying on analytics is a smart move for understanding how reps operate.
Why Digital Coaching Works (and What Doesn’t)
One thing’s for sure – coaching matters. HubSpot research reveals that high-performing sales organizations are twice as likely to provide ongoing training as their low-performing peers. Further, more than half of sales pros look to colleagues for improvement strategies, while 44% seek input from a manager. This demonstrates that coaching promotes success and that your team wants it.
What matters most is providing effective coaching. In the past, companies relied on quarterly sales meetings to address wins and losses and provide group feedback. It’s a good way to get everyone on the same page but misses the mark for individuals. That’s where digital coaching comes in. Offering quizzes, training materials, and results in a single tool makes information easy to access and use.
On the other hand, forcing another piece of tech on your team will cause frustration and lower usage. When no one engages with digital coaching, it’s not worth having. Our suggestion? Put your coaching in the same place reps access all their sales tools: your sales enablement platform. They’ll have easy access in the same place they find the content they use daily, and you can personalize coaching with real-time analytics. Ultimately, reps will use the tools you offer, and you’ll achieve a more effective, intuitive coaching process.
StorySlab Can Help
With StorySlab, you can put everything your salespeople need to succeed in one convenient interface, which is personalized to your process and offers effortless access to content. To see our sales coaching in action, download a free demo and contact us for more information.
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