{"id":12909,"date":"2021-09-23T13:00:00","date_gmt":"2021-09-23T13:00:00","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/scaling-sales-coaching-with-sandler-and-highspot\/"},"modified":"2024-11-28T01:59:07","modified_gmt":"2024-11-28T01:59:07","slug":"scaling-sales-coaching-with-sandler-and-highspot","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/scaling-sales-coaching-with-sandler-and-highspot\/","title":{"rendered":"Transform Your Sales Team with Expert Performance Coaching"},"content":{"rendered":"\r\n

Sales coaching<\/a> is the process of developing and mentoring a salesperson through one-on-one relationships with a manager or peer. An effective coaching program helps reps self-diagnose deficiencies, enabling reps to take greater ownership of their performance and improve their outcomes.<\/p>\r\n\r\n\r\n\r\n

In the scheme of sales training and sales readiness, coaching lives between sales onboarding and sales training. While onboarding happens at the onset of a job or during periods of transition, sales coaching sessions, like training, should be a continuous process. But unlike training scenarios in which a manager typically leads discussion on broad initiatives and tactical sales skills, coaches should listen more than they talk to help reps uncover issues on their own.<\/p>\r\n\r\n\r\n\r\n

According to Damon Jones, Head of Global Strategy and Growth at Sandler Training, \u201cToo much of sales management is telling salespeople what to do as opposed to letting salespeople do their own self-discovery and learning. By investing in training your sales coaches, you can foster good behavior and better outcomes from the start.\u201d<\/p>\r\n\r\n\r\n\r\n

A formal sales performance coaching program should therefore develop and certify coaches before they engage with reps. By the end of their training, a great coach should understand how to:<\/p>\r\n\r\n\r\n\r\n