Reveal: The Revenue AI Podcast by Gong
This is how to win the best reps in today’s competitive talent market
Aug 28, 2023
Learn the secrets of effective sales team coaching, the importance of prioritizing coaching activities, and the need for a strategic go-to-market strategy. Sarah Bedwell shares her expertise in this episode of Reveal: The Revenue Intelligence Podcast.
43:32
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Quick takeaways
- Sales leaders should prioritize coaching activities to improve sales performance.
- Implementing a customer-focused sales process with measurable exit criteria can increase win rates and revenue attainment.
Deep dives
Importance of Sales Leaders Coaching
Frontline sales leaders often spend only 15-20% of their time coaching their team, instead of the ideal 50%. Conducting a calendar study helps identify how leaders are currently spending their time. Making time for coaching and implementing a rigorous sales process are crucial. Companies should focus on a customer-verified sales process that aligns with the buyer's journey. Proper coaching involves asking open-ended questions and engaging the prefrontal cortex of the brain, rather than telling or directing. The power of coaching is in its ability to uncover the root causes of performance issues and develop solutions.
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