Why Hiring Isn’t the Only Key to Building a World-Class Sales Team

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David Ly Khim
David Ly Khim

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Recently hired sales reps aren’t usually the best performers. In fact, it would be really surprising if a sales rep were to crush the role during their first week on the job.

While training and the ramp up period for new sales reps is important, there’s another aspect to the development of sales reps that is often overlooked: coaching.

Why does coaching get overlooked? Some of these reasons may be:

  • "They got training -- that should have prepared them."
  • "They’ll learn on the job."
  • "Just tell them what to do and they’ll improve."

But all of those things leaves one thing on the table: the sales rep’s potential. There’s so much wasted potential, because no one’s taking the time to unlock it.

Imagine working with a rep and after just one 30-minute coaching session, you see dramatic improvements in her phone calls and her lead-to-opportunity conversion rate doubles.

Or during a coaching session, you realize that a rep has been approaching his prospects with the wrong messaging, which explains why the leads he followed up with went dark. Then after prescribing a change, his leads close at triple the rate.

Imagine the possible results if that coaching was done on a consistent basis.

However, coaching doesn’t come naturally to everyone, and sales managers and leaders aren’t always the best coaches.

The coaching issue has two faces to it:

  1. Coaching is difficult. What’s the easiest way to start?
  2. Reps must be coachable. How do you know which reps are receptive to coaching?

We’ll be hosting a webinar on February 4th, 2016 at 1PM EST with Jim Keenan, CEO of A Sales Guy Inc., and Mark Roberge, CRO of HubSpot to answer these two questions.

During the webinar, they’ll discuss:

  1. How to determine if a new sales rep is coachable and
  2. A simple three-step framework for coaching a sales rep into a world-class performer

Click below to register for the webinar.

Register for the Sales Coaching Webinar

Topics: Sales Coaching

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