186: Sales Coaching: Mapping, Scoring, and Coaching Key Competencies in The SDR and AE Roles
The Predictable Revenue Podcast
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Coaching
Sales enablement is around the competencies and then sales process is sort of training. The first thing you can do, which I think is absolutely critical, is whenever someone asks you a question, ask it back as a question. So your objective is for them to leave the conversation with an answer to their own question that they've come up with. If you don't have a defined sales process, go and write one up. Write down what needs to take place in the process of someone purchasing your product. And make sure that your team are executing on those tasks.
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