Ramblings, Snippets of Wisdom and Other Bits & Bobs...
Skills are great but confidence is key!
We don’t know about the race for life but in sales, as with many things, it’s all about balance. Confidence without the skills to back it up is a recipe for disaster! However, in Enablement we spend a lot of time addressing skills gaps but how often do we pay attention to how confident our reps are in using their new found skills?
Tips on how to coach using data…
Knowing where and when to coach is often the biggest thing holding front line managers back from coaching their teams on a regular basis.
It can feel like either groundhog day or a game of whack-a-mole which little or no guidance or direction to a) know where to focus and b) know if its working or not.
That’s where data comes in and this blog is going to tool you up for having rich coaching conversations, fueled by data.
How to make your Sales Coaching Program a success
“What’s the single biggest influence on the success of a coaching program?”
We get asked this question a lot and it’s a fair question.
In this blog, we’ll explore some of the key elements that drive successful long term outcomes of a sales coaching program.
Get The Measure Of Your Enablement
Measurement is vital for sales enablement. Having access to the right data and being able to benchmark performance, measure improvement, track ROI etc means that you can make everything that might currently be ‘subjective’ into objective and data-driven. Someone who is a firm believer in the power of data and measurement is Stefan Funk, SAP’s Program Lead for Data Driven Coaching. We caught up with him recently to talk to him about how important enablement metrics are to him and which are the most valuable elements to measure in order to track the outcomes and value of enablement activity.
Coaching + Training Resources - The Perfect Match
By combining your existing training resources with structured coaching to embed it, supported by a central competency framework that a) brings it all together and b) is already entrenched into the sales operating rhythm, you’ll avoid the once and then forgotten trap of flushing your training dollars down the loo.
How to consistently scale & operationalise sales coaching
This blog walks through some simple things you can do to build sales coaching into your operating rhythm and give it the gift of consistency so you can scale it across all your teams.
G.R.O.W and your Sales Competency Framework
Using a Sales Competency Framework at the heart of GROW can be a fantastic guide for both coach and coachee. The framework can prove invaluable in understanding the individual’s REALITY, OPTIONS and WILL.
Data Driven Coaching Webinar - The Highlights
After last week’s webinar with SAP’s Data Driven Sales Coaching Program Lead, Stefan Funk, I have had the opportunity to review and reflect on what was a hugely valuable session.
Data Driven Coaching in 5 Steps…
Breaking down data driven coaching using real world examples.
8 Top Tips to Adapt your Coaching for Remote
It looks like our changing working patterns may be somewhat here to stay so that makes it even more important to adapt our coaching approach and rhythm to a new remote working reality.
Kintsugi and Coaching
"Kintsugi is the Japanese art of putting broken pottery pieces back together with gold — built on the idea that in embracing flaws and imperfections, you can create an even stronger, more beautiful piece of art."
Implementing a structured coaching Program
Rachel McCourty, Chief Customer Officer at e4enable shares her observations on implementing a structured coaching Program.
Keep Calm and Carry on Coaching
Right, so let’s take a deep calming breath and take a look at how we can adapt our coaching structure and rhythm to our new reality.
And by the way, this sort of approach is not just for today’s circumstances – these are approaches that work whatever the situation.
So I’m going to run through 4 simple steps to get you started.