Coaching with metrics
In this (Dutch spoken) video “Hoe Coach Je Mensen Aan De Hand Van Metrics,” Kurt Ghijsbrecht highlights the importance of using metrics for effective sales coaching. While salespeople may initially resist the idea of coaching sessions, top performers know that metrics-driven coaching improves business outcomes. To achieve this, it is crucial for sales leaders to have relevant metrics and dashboards in place to accurately assess sales pipeline evolution.
Effective coaching strategies
Kurt outlines steps to enhance coaching sessions:
1. Conduct a data check: Sales leaders should analyze the pipeline as if it were their own, ensuring they understand its details.
2. Collaborate on data quality: Work with sales representatives to verify data accuracy. For instance, if a deal is supposed to close soon but is still in the qualifying stage, there is a discrepancy that needs addressing.
3. Use the BANT framework: Apply this to assess opportunities. Check for Budget, confirm Authority by ensuring you are speaking to decision-makers, identify Needs, and determine the appropriate Timing for solutions.
4. Focus on impactful actions: Discuss next steps that can drive results, such as following up on open proposals.
Continuous improvement
Repeating this coaching process every two weeks or monthly ensures consistent improvement, leading to better sales results. This approach is well-regarded by top sales professionals as a pathway to success. Watch the video for a complete guide on leveraging metrics to elevate your sales teams.
