How can pipeline meetings be a coaching opportunity?

  • As you review each salesperson’s pipeline, you can teach them the best approach for each sale they’re pursuing.
  • As your salespeople review each other’s pipeline, they can hold one another accountable and share best practices.
  • As your salespeople each review their own pipeline, they can look for places where they need coaching.
  • As your executive team reviews the sales organization’s pipeline, they can identify the salespeople who are struggling and assign leaders to coach them.

What’s the sales manager’s role in the fourth phase of a sales training, when the team applies their new skills in the real world?

  • Ensuring what was covered in training is kept top of mind for the members of the sales team
  • Assessing team members on how well they can apply what they’ve learned
  • Coaching individual team members to help them reach mastery
  • Holding team members accountable to integrating the training into their actual workflow

A colleague at another company has developed a sales process with four steps in it. They are concerned that the process is too short. What would you tell them?

  • “If the process is robust enough to support the needs of your sales team, it doesn’t matter how long or short it is.”
  • “Shorter processes are easier for salespeople to remember and execute, so having such a short process is ideal.”
  • “Don’t forget to include steps for places where a sale runs into trouble. Have you considered adding steps for following up, rescheduling meetings, and finding a new point of contact?”
  • “Four steps might actually be too long. The ideal sales process has three steps: prospect, demo, close.”