High-impact sales coaching techniques you need in 2022

About this Video

• Video Title: High-impact sales coaching techniques you need in 2022
• Channel: Gong.io
• Speakers: Sadie McGraw, Devin Reed, Sheena Badani, Nikki Phillips, Nick Cristolis, Mona Seat
• Duration: 00:46:42

Introduction

This Gong.io podcast discusses high-impact sales coaching techniques. The discussion features three sales coaches sharing their experiences and best practices in coaching sales skills, deal execution, and motivation. The goal is to provide actionable takeaways for sales managers to improve their coaching effectiveness.

Key Takeaways

• Individualized Coaching: A "one-size-fits-all" approach doesn't work. Coaching must be tailored to individual reps' needs and strengths, leveraging data to identify areas for improvement.
• Data-Driven Coaching: Using data, such as the number of contacts on an opportunity (Gong data is highlighted), helps identify deal risk and tailor coaching interventions. Timely and specific feedback backed by data increases effectiveness.
• Peer-to-Peer Coaching: Leveraging peer assessments and group discussions improves coaching scalability and allows reps to learn from each other's successes and challenges. Sharing call reviews in group settings and focusing on pre-call email strategies are beneficial.
• Motivation Coaching: Understanding and addressing both intrinsic and extrinsic motivators is crucial. Connecting daily tasks to the company's larger mission and the individual rep’s career aspirations helps unlock motivation. Regular check-ins and open communication are vital.
• The Importance of Timing: Knowing when to provide answers, coaching, or training is vital. Effective coaches adapt their approach based on the rep's immediate needs and the context of the situation. Managers should create space for reps' self-reflection and accountability.